11.011 The Art and Science of Negotiation

Spring 2006

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.)

Course Highlights

This course features a complete list of readings, as well as all three problem sets in the assignments section.

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.
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Prof. David Laws

Course Meeting Times

Two sessions / week
Lec 1: 2 hours / session
Lec 2: 1 hour / session