15 067 - Competitive Decision-Making and Negotiation

Institution:

Massachusetts Institute of Technology

Subject:

Description:

Learn tools to achieve negotiation objectives fairly and responsibly. Negotiation skills developed by active participation in a variety of negotiation settings: an oil price (repetitive Prisoners' Dilemma) negotiation; fair division of a valuable art collection and a series of integrative bargaining cases between two and more than two parties over multiple issues; e.g. owners of an online vendor of mid-priced wines negotiates sale of the company to a large chain; two companies negotiate an IT deal. Several complex team negotiations follow. Grades depend solely on effective negotiation with class counterparts. Students must complete all negotiation exercises in order to receive a grade.

Credits:

3.00

Credit Hours:

Prerequisites:

Prereq: None

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

web.mit.edu/student/

Phone Number:

(617) 253-1000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Four-one-four plan

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