Negotiation and Conflict Management

A road along which different options are listed.

Options in a conflict management system. (Image courtesy of Robert A. Fein. Used with permission.)

Instructor(s)

MIT Course Number

15.667

As Taught In

Spring 2001

Level

Graduate

Cite This Course

Course Features

Course Highlights

15.667 includes a wealth of resources for anyone interested in teaching or learning about negotiation. The lecture notes section includes full instructions for role-play simulations, and class exercises with discussion questions or instructor's notes. The most essential handouts and ideas from the course have been assembled into a packet called Negotiation 101.

Course Description

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute.

Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers.

Rowe, Mary. 15.667 Negotiation and Conflict Management, Spring 2001. (MIT OpenCourseWare: Massachusetts Institute of Technology), http://ocw.mit.edu/courses/sloan-school-of-management/15-667-negotiation-and-conflict-management-spring-2001 (Accessed). License: Creative Commons BY-NC-SA


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