15.067 Competitive Decision-Making and Negotiation, Spring 2003

Author(s)
Kaufman, Gordon
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Alternative title
Competitive Decision-Making and Negotiation
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Abstract
This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course. There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives in a fair and responsible fashion. The second is to "learn by doing." That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings.
Date issued
2003-06
URI
http://hdl.handle.net/1721.1/84613
Department
Sloan School of Management; Massachusetts Institute of Technology. Department of Mathematics; Massachusetts Institute of Technology. Department of Mechanical Engineering
Other identifiers
15.067-Spring2003
local: 15.067
local: IMSCP-MD5-e5ee209249542570d6782748d8d38895
Keywords
negotiation, distributive bargaining, ethics, dispute resolution, decision making, fair division, bidding, Decision making, Business planning
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