The Art and Science of Negotiation

Diagram of the seven-elements framework for negotiation.

The seven-elements framework for negotiation, developed by Roger Fisher, is one of the topics discussed in the course. (Image by Prof. David Laws.)

Instructor(s)

MIT Course Number

11.011

As Taught In

Spring 2006

Level

Undergraduate

Cite This Course

Course Description

This 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.

Laws, David. 11.011 The Art and Science of Negotiation, Spring 2006. (MIT OpenCourseWare: Massachusetts Institute of Technology), http://ocw.mit.edu/courses/urban-studies-and-planning/11-011-the-art-and-science-of-negotiation-spring-2006 (Accessed). License: Creative Commons BY-NC-SA


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