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<span style="font-family:'Helvetica'; font-size:medium"><b>From: </b></span><span style="font-family:'Helvetica'; font-size:medium">Scott Alessandro <<a href="mailto:salessan@MIT.EDU">salessan@MIT.EDU</a>><br>
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<span style="font-family:'Helvetica'; font-size:medium"><b>Date: </b></span><span style="font-family:'Helvetica'; font-size:medium">December 5, 2013 9:32:11 AM EST</span></div>
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<span style="font-family:'Helvetica'; font-size:medium"><b>Subject: </b></span><span style="font-family:'Helvetica'; font-size:medium"><b>15.S41- Negotiation and Influence (IAP)</b><br>
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<span style="font-family:Calibri,sans-serif; color:rgb(31,73,125)">New Course for IAP!</span></div>
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<span style="font-family:Calibri,sans-serif">15.S41- Negotiation and Influence</span></div>
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<span style="font-family:Calibri,sans-serif">Wed, January 29<sup>th</sup><span class="x_Apple-converted-space"> </span>and Thurs. January 30<sup>th</sup>. 8 AM – 5 PM each day.</span></div>
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<span style="font-family:Calibri,sans-serif">2 Units, P/D/F grading.</span></div>
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<span style="font-family:Calibri,sans-serif">No matter how excellent your ideas, most significant achievements require the ability to communicate with and influence others. This course examines the theory, research, and practice of negotiation across a variety
of settings. It provides multiple opportunities for students to develop negotiation skills through role-plays, exercises, and useful analytical frameworks. Topics include: distributive and integrative bargaining, psychological biases, lessons from game theory,
principles of influence, multiparty negotiation, and the value of relationships and trust. Breakfast and lunch provided.</span></div>
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