Negotiation and Conflict Management

A road along which different options are listed.

Options in a conflict management system. (Image courtesy of Robert A. Fein. Used with permission.)


MIT Course Number


As Taught In

Spring 2001



Cite This Course

Course Features

Course Highlights

15.667 includes a wealth of resources for anyone interested in teaching or learning about negotiation. The lecture notes section includes full instructions for role-play simulations, and class exercises with discussion questions or instructor's notes. The most essential handouts and ideas from the course have been assembled into a packet called Negotiation 101.

Course Description

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute.

Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers.

Rowe, Mary. 15.667 Negotiation and Conflict Management, Spring 2001. (MIT OpenCourseWare: Massachusetts Institute of Technology), (Accessed). License: Creative Commons BY-NC-SA

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