11.011 | Spring 2006 | Undergraduate
The Art and Science of Negotiation
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 …
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.
Learning Resource Types
assignment Written Assignments
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.)