Syllabus - Negotiation and Team Dynamics - Sem 122

There will be roll playing exercises throughout the semester through which the class will practice and test out some of the techniques that we will be discussing.

Sept 8 - Introduction to the Seminar and to each other; Characteristics of an effective negotiator
Sept 15 -Role play (The Student Paper) and debriefing; Interests vs Positions; Introduce the Thomas Kilmann questionnaire
Sept 22 - No classes
Sept 29 - Negotiation Styles; Bargaining tactics for distributive, integrative, and mixed motive strategies;
Oct 6 - Role play (Community Hall); Negotiating a new MIT policy on alcohol; Concept of BATNA
Oct 13 - No class (Columbus Day)
Oct 20 - Guest - Dani Avazian
- Mediation at MIT
- Principles of Mediation
Oct 27 -
- Madeline Albright as a negotiator in the Middle East
- Sources of Power
- Bargaining range amd Reservation point
- Review of BATNA (Best Alternative To a Negotiated Agreement)
- Bargaining over money
Nov 3 - No class - Instructor out of town
Nov 10 - No class (Veteran's Day weekend)
Nov 17 - Effective Communication; Active Listening; Types of statements; Types of questions; Giving and Receiving Feedback
Nov 24 - Tools for decision making and reaching consensus (KJ, etc)
Dec 1 - Teams; Life Cycle Stages; How to run an effective meeting; Roles on Teams
Dec 8 -

Back to the home page for Sem 122