The seven-elements framework for negotiation, developed by Roger Fisher, is one of the topics discussed in the course. (Image by Prof. David Laws.)
Instructor(s)
Prof. David Laws
MIT Course Number
11.011
As Taught In
Spring 2006
Level
Undergraduate
Course Description
Course Features
Course Description
This course provides an introduction to bargaining and negotiation in public, business, and legal settings. It combines a "hands-on" skill-building orientation with a look at pertinent social theory. Strategy, communications, ethics, and institutional influences are examined as they influence the ability of actors to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.