Courses:

Course Info

• Course Number / Code:
• 15.067 (Spring 2003) 
• Course Title:
• Competitive Decision-Making and Negotiation 
• Course Level:
• Graduate 
• Offered by :
• Massachusetts Institute of Technology (MIT)
  Massachusetts, United States  
• Department:
• Sloan School of Management 
• Course Instructor(s):
• Prof. Gordon Kaufman
   
• Course Introduction:
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  15.067 Competitive Decision-Making and Negotiation
  
  
  
  

  Spring 2003

  
  
  

  
  
  

  Course Highlights

  
  
  

  This course features a bibliography of readings and negotiation exercises, including summaries of the books used in the subject.

  
  
  

  Course Description

  
  
  

  This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course.
  
  There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives in a fair and responsible fashion. The second is to “learn by doing.” That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings.