11.011
The Art and Science of Negotiation

Introduction to negotiation theory and practice. Applications in government, business, and nonprofit settings are examined. Combines a "hands-on" personal skill-building orientation with a look at pertinent tactical and strategic foundations. Preparation insights, persuasion tools, ethical benchmarks, and institutional influences are examined as they shape our ability to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.
Enrollment is determined via lottery among pre-registered students, all of whom are invited to consult the class website announcements for deadlines.