[bioundgrd] Fwd: 15.S41- Negotiation and Influence (IAP)

[Janice Chang]

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From: Scott Alessandro <salessan at MIT.EDU<mailto:salessan at MIT.EDU>>
Date: December 5, 2013 9:32:11 AM EST
Subject: 15.S41- Negotiation and Influence (IAP)



New Course for IAP!

15.S41- Negotiation and Influence
Wed, January 29th and Thurs. January 30th. 8 AM – 5 PM each day.
2 Units, P/D/F grading.

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.

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