The Art & Science of Negotiation

MIT 15.067 · Graduate Level

Theory and practice of negotiation, from distributive bargaining to integrative deal-making, with applications to real estate, finance, employment, and commercial transactions.

7 Modules

Self-Paced

Certificate

Graduate Level

What You'll Learn

Distributive bargaining: anchoring, BATNA, and reservation prices
Integrative negotiation: expanding the pie and creating value
Negotiation preparation: interests vs. positions framework
BATNA (Best Alternative to Negotiated Agreement) analysis
Real estate deal negotiation: price, terms, and contingencies
Multi-party negotiations and coalition building
Cross-cultural negotiation: styles, norms, and communication
Ethics in negotiation: deception, omission, and bluffing
Negotiating loan terms: interest rate, covenants, and structure
Agency problems in negotiation: representing principals effectively

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Academic Attribution

Adapted from MIT OCW 15.067 The Art and Science of Negotiation (Spring 2006). MIT Sloan School of Management.

CC BY-NC-SA 4.0

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