11.011
The Art and Science of Negotiation

Introduction to negotiation strategies through theory and practice. Emphasizes a "hands-on" personal skill-building approach underpinned by foundational and cutting-edge research. Applications in government, business, nonprofit, multicultural, and interpersonal settings are examined. Focuses on preparation, communication, and leadership practices, as they shape the ability to frame conflicts, analyze problems, create value, negotiate agreements, and resolve disputes.