11.011 The Art and Science of Negotiation (MIT)
11.011 The Art and Science of Negotiation (MIT) course provides an introduction to bargaining and negotiation in public, business, and legal settings. It combines a "hands-on" skill-building orientation with a look at pertinent social theory. Strategy, communications, ethics, and institutional influences are examined as they influence the ability of actors to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.
- Source: Massachusetts Institute of Technology
- Language: English
- Author: Laws, David
- Lisence Terms: Content within individual OCW courses is (c) by the individual authors unless otherwise noted. MIT OpenCourseWare materials are licensed by the Massachusetts Institute of Technology under a Creative Commons License (Attribution-NonCommercial-ShareAlike). For further information see http://ocw.mit.edu/terms/index.htm
- Tags: negotiation, bargaining, conflict, strategy, choice, strategic interaction, mutual gains, cooperation, problem solving, interests, stakeholders, listening; trust, communication, perspective taking, escalation, psychological processes, coalitions, listening, trust,
- Course Publishing Date: Oct 24, 2006