Description: Learn tools to achieve negotiation objectives fairly and responsibly. Negotiation skills developed by active participation in a variety of negotiation settings: an oil price (repetitive Prisoners' Dilemma) negotiation; fair division of a valuable art collection and a series of integrative bargaining cases between two and more than two parties over multiple issues; e.g. owners of an online vendor of mid-priced wines negotiates sale of the company to a large chain; two companies negotiate an IT deal. Several complex team negotiations follow. Grades depend solely on effective negotiation with class counterparts. Students must complete all negotiation exercises in order to receive a grade.
Course #: 15.067
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