The Art and Science of Negotiation OpenCourseWare: A Free Online Undergraduate Class by MIT on Negotiation

Published Mar 04, 2009

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An OpenCourseWare version of 'The Art and Science of Negotiation' is offered free online by the Massachusetts Institute of Technology. This undergraduate course, offered through MIT's Urban Studies and Planning department, is available to anyone who wants to understand how negotiation works and improve his or her negotiation skills. It has no prerequisites.

The Art and Science of Negotiation: Course Specifics

Degree Level Free Audio Video Downloads
Undergraduate Yes No No Yes

Lectures/Notes Study Materials Tests/Quizzes
No Yes No

The Art and Science of Negotiation: Course Description

This MIT course, taught by Professor David Laws of the Urban Studies and Planning department, introduces students to negotiation and bargaining, with a special focus on strategies and communication. It is organized around three facts: that in any negotiation, any number of outcomes are possible; that negotiators affect what is being offered; and that negotiation depends on social relationships and trust. Through the course, you can learn to recognize conflict, prepare for negotiation and follow through successfully. It will help you understand why certain deals succeed while others fail. It will give you tools to affect a negotiation by adding value to the discussion (a strategy that is especially effective when negotiations seem to be deadlocked), and to shape relationships as you negotiate a deal that is satisfactory for all parties involved. This course can provide insights and skills that should be helpful to anyone involved in urban studies, city planning, public administration or management.

Several case studies are provided for your review, as is a list of readings chosen by MIT faculty and several problem sets. If you're interested in taking this free OpenCourseWare and learning more about negotiation, visit the dispute resolution course page.

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