15.665B Power and Negotiation, Fall 2002
Name
15-665b-fall-2002/contents/index.htm
Size
35.97 KB
Format
HTML
Checksum (MD5)
8704b429123628b07afdda3c6925968a
Author(s)
Williams, Michele
Alternative Title
Power and Negotiation
Date Issued
December 2002
Abstract
This course is designed to provide you with a competitive advantage in negotiation. You will learn and practice the technical skills and analytic frameworks that are necessary to negotiate successfully with peers from other top business schools, and you will learn methods for developing the powerful social capital you will need to rise in the executive ranks of any organization. In this course, you will learn to successfully face the challenge of negotiating materially rewarding deals while also building your social capital. You will work with training materials on leadership and relationship building that have been used with over 200 principals and partners in international professional service firms (40% were non-US nationals), and a social capital assessment tool used by these executives to receive feedback from senior partners and over 2000 clients. In addition, you will have the opportunity to participate in a lunchtime workshop on "Leadership and Emotional Intelligence" led by an executive coach, Charles Wolfe of Charles J Wolfe Associates. Overall, this course is designed to enhance your ability to negotiate within the context of an ongoing relationship. As a manager, consultant, or professional service provider you will negotiate with your counterparts, team members, clients, and subordinates on an ongoing basis. Further, in today's less hierarchical organizations, you will be forced to negotiate with others to get your work done. Every time a project falls behind, critical new information is uncovered, or the competitive landscape of your industry changes, you will need to renegotiate tasks, plans, goals, or fees with your key stakeholders. In sum, we will focus both on the analytic tools necessary to become a highly successful negotiator and on the relationship building skills necessary to negotiate deals that will enhance your social capital, your ability to lead others, and your book of loyal clients.
Subjects
negotiation
distributive bargaining
integrative
communication
coalition
multiparty
Negotiation in business
MIT Department
Sloan School of Management
Terms of Use
Persistent DSpace Link
