This is an archived course. A more recent version may be available at ocw.mit.edu.

 

Assignments

• In-class negotiation exercise
† Two-and-a-half hour class session

LEC # Topics Files
1 • Intro to Distributive Bargaining (PDF)
2 • Dividing the Pie Fairly (PDF)
3 • Repeated Interactions Coalitions (PDF)
4 Auctions & Bidding (PDF)
5 Fair Division (PDF)
6 • Creating and Claiming Value (PDF)
7 • Mixed Motive Bargaining (PDF - 1.4 MB)
8 • Mixed Motive Bargaining (PDF)
9 • Contingency Contracts (PDF)
10 •† Inside, Outside Teams (PDF)
11 •† Four Party Negotiation with Power Asymmetries, Sequencing (PDF)
12 • Team Negotiation & Intergroup Negotiation (PDF)