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

Calendar

LEC # Topics Exercises Key Dates
1 Introduction and Distributive Bargaining New Recruit  
2 Integrative Bargaining Computron  
3 Advanced Integrative Bargaining El-Tek  
4 Tacit Negotiations and Perceptual Barriers to Negotiation Sharc Analytic Journal A Due
  Optional Lecture: Emotional Intelligence Workshop   Guest speaker: Charles J. Wolfe, Charles J. Wolfe Associates
5 Negotiation Subprocesses I: Emotion Barriers and Emotional Intelligence Chem-E  
6 Negotiation Subprocesses II: Communication and Listening Barriers The Coleman Account (video case) and Amanda  
7 Negotiation Subprocesses III: Difficult People as Barriers and Third-party Solutions Telepro Best-Self Assignment Due
8 Multiparty Negotiations: Power and Coalition Building Federated Science  
9 Power and Politics of Negotiating Change Negotiating Change  
10 Panel of Experts: Negotiating Long-Term Relationships Wrap up Negotiating Change (1st half of class)

Expert Panel (2nd half of class)		 Analytic Journal Assignment B Due
11 The Power of Teams in Negotiation Global Negotiation, Part I  
12 Global Negotiations Global Negotiation, Part II  
13 Wrap-up Conclude Global Negotiations Take Aways Assignment Due