Course Overview
This page focuses on the course 15.665 Power and Negotiation as it was taught by Professor Ofer Sharone in Spring 2014.
This course provides understanding of the theory and processes of negotiation as practiced in a variety of settings. With an emphasis on simulations, exercises, role playing and cases, students are given an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks.
Students experienced and experimented with different negotiation strategies and tools, recognized and correcting common mistakes, and reflected upon their experiences in order to increase effectiveness in negotiating.
Course Outcomes
Course Goals for Students
After taking this course, students will be able to:
- Garner a fair share of what is negotiated
- Recognize opportunities to create value that others might overlook
- Strategically analyze negotiation situations and avoid common mistakes
- Build lasting working relationships with negotiation counterparts
- Handle difficult conversations in business and life
- Reflect and learn from experiences
Curriculum Information
Prerequisites
Permission of the instructor. Undergraduates may register for this subject provided they are ready to participate with the intensity expected for a grad H-level 
subject.
Requirements Satisfied
H-Level Graduate Credit
Offered
Every fall and spring semester
Assessment
The students’ grades were based on the following activities:
- 40% Reflective memos (8% each)
- 30% Paper and presentation proposal
- 30% Class attendance and participation
Student Information
Enrollment
About 70 students
Breakdown by Year
Primarily graduate students with a few undergraduates.
Breakdown by Major
Primarily MBA students, some graduate students from Engineering, and cross-registered graduate students from other schools such as the Kennedy School.
Typical Student Background
Students who have an interest in systematically learning and practicing effective negotiation strategies.
How Student Time Was Spent
During an average week, students were expected to spend 9 hours on the course, roughly divided as follows:
In Class/Lecture
Met 1 time per week for 3 hours per session; mandatory attendance.
