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 limited by lottery; consult class website for information and deadlines.
Spring 2006
Topics
- Introductions / Course Overview
- An Introduction to Bargaining
- An Introduction to Bargaining (cont.)
- Theotis Wiley
- Theotis Wiley (cont.)
- Negotiation and the Art of Listening
- Constructing Trust I
- Theorizing Negotiation as Communication
- Perspective Taking
- Constructing Trust II
- Escalation and Psychological Processes
- Coalitions
- Summary
Readings
- Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes. 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352.
- SES #: 3 · TOPICS: An Introduction to Bargaining (cont.) · READINGS: _Preparatory Reading_ Schelling, Thomas. “Bargaining, Communication, Limited War.” In The Strategy of Conflict . Cambridge, MA: Harvard University Press, 1960, 1980, pp. 53-80. ISBN: 0674840313.
- SES #: 4 · READINGS: _Exercise Readings_ Raiffa, Howard. “Elmtree House.” In The Art and Science of Negotiation . Cambridge, MA: Belknap Press of Harvard University Press, 1982, pp. 35-43. ISBN: 067404813X.
- SES #: 5 · READINGS: _Exercise Readings_ Wriggins, Howard W. “Up for Auction: Malta Bargains with Great Britain, 1971.” In The Fifty Percent Solution . Edited by W. Zartman. Garden City, NY: Doubleday, 1976, pp. 208-234. ISBN: 0385096569.
- SES #: 6 · READINGS: Preparatory Readings Davidson, Adam. “Working Stiffs.” Harpers 303, no. 1815 (August 2001): 48-54. Tversky, Amos, and Daniel Kahneman. “The Framing of Decisions and the Psychology of Choice.” Science 211 (1981): 453-458. Exercise Readings Part A: Hammond, John S., III, and Marjorie Corman Aaron. “Byrnes, Byrnes, and Townsend.” Harvard Business School Case. Boston, MA: Harvard Business School Publishing (December 27, 1994): Case 09-395-135.
- SES #: 7 · READINGS: _Preparatory Readings_ Goodpaster, Gary. “A Primer on Competitive Bargaining.” Journal of Disp Res (1996): 341-349, 370-377.
- SES #: 9 · READINGS: Preparatory Readings Raiffa, Howard. “Post-Settlement Settlements.” Negotiation Journal 1, no. 1 (January 1985): 9-12. Reprinted in Breslin, J. William, and Jeffrey Z. Rubin, eds. Negotiation Theory and Practice . Cambridge, MA: Program On Negotiation at Harvard Law School, 1991, pp. 323-326. ISBN: 1880711001. Davis, Albie M. “An Interview with Mary Parker Follett.” Negotiation Journal 5, no. 3 (1989).
- SES #: 11 · READINGS: Preparatory Readings Fisher, Roger, W. William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In . 2nd ed. New York, NY: Penguin, 1991. ISBN: 0140157352. Exercise Readings
- SES #: 12 · READINGS: Preparatory Readings Lewicki, Roy J., Joseph A. Litterer, John W. Minton, and David M. Saunders. “Strategy and Tactics of Integrative Negotiation.” In Negotiation . 2nd ed. Homewood, IL: R.D. Irwin, 1985, pp. 80-108. ISBN: 0256026335. Fisher, Roger. “Negotiating Power: Getting and Using Influence.” American Behavioral Scientist 27, no. 2 (December 1983): 149-166.
- Exercise Readings
- SES #: 13 · READINGS: Preparatory Readings Lax, David, and James Sebenius. “Interests the Measure of Negotiation.” Negotiation Journal 2, no. 1 (January 1986): 73-92. Susskind, Lawrence, and Jeffrey Cruikshank. “Good Outcomes of Negotiated Settlements.” In Breaking the Impasse . New York, NY: Basic Books, 1987, pp. 21-33. ISBN: 0465007511.
- SES #: 14 · READINGS: Preparatory Readings Mnookin, Robert S., Scott Peppet, and Andrew Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes . Cambridge, MA: Harvard University Press, 2000, chapter 1, pp. 11-43. ISBN: 0674003357. Matz, David. “Ignorance and Interests.” Harvard Negotiation L Rev 4 (1999): 59-65.
- SES #: 15 · READINGS: Preparatory Readings Wetlaufer, Gerald. “The Limits of Integrative Bargaining.” Georgetown L J 85 (1996): 369-394. Exercise Readings
- SES #: 19 · TOPICS: Constructing Trust I · READINGS: _Preparatory Readings_ Sabel, Charles. “Studied Trust: Building New Forms of Cooperation in a Volatile Economy.” In Industrial Districts and Local Economic Regeneration . Edited by F. Pyke and W. Sengenberger. Geneva, Switzerland: International Institute for Labour Studies, 1992, pp. 215-250. ISBN: 9290144718.
- SES #: 20 · TOPICS: Theorizing Negotiation as Communication · READINGS: _Preparatory Readings_ Watzlawick, Paul, Janet B. Bavelas, and Don D. Jackson. “Some Tentative Axioms of Communication.” Chapter 2 in Pragmatics of Human Communication . New York, NY: W. W. Norton, 1967.
- SES #: 21 · TOPICS: Perspective Taking · READINGS: Preparatory Readings Gurevitch, J. D. “The Power of Not Understanding.” Journal of Behavioral Science 25, no. 2 (1989): 161-173. Exercise Readings
- SES #: 25 · READINGS: Preparatory Readings Sebenius, James. “Sequencing to Build Coalitions: With whom should I talk first?” In Wise Choice: Decisions, Games, and Negotiations . Edited by R. Zeckerhauser, R. Keeney, and J. Sebenius. Boston, MA: Harvard Business School Press, 1996. ISBN: 0875846777. Exercise Readings
Prerequisites & course information
Prereq: None U (Fall) 3-0-9 units. HASS-S
Sources
- Course catalogue ↗2026–2027
- MIT OpenCourseWare ↗Spring 2006
- MIT OCW syllabus ↗
- MIT OCW calendar ↗
- MIT OCW readings ↗
- Historical MIT OpenCourseWare offering. Named reading entries and schedule topics are automatically extracted from the linked source pages.