15.665B Power and Negotiation

Fall 2002

A diagram from lecture notes - separating issues in negotiation.
A diagram from lecture notes - separating issues in negotiation. (Courtesy of Prof. Michele Williams.)

Course Highlights

Professor Williams describes this course as "experiential." At the heart of the course is a set of negotiation exercises in which student have the opportunity to apply what they have learned from readings and class discussion. A bibliography of the exercises and videos used in the course are listed in the syllabus. A number of lecture notes and assignments are also provided.

Course Description

This course is designed to provide you with a competitive advantage in negotiation. You will learn and practice the technical skills and analytic frameworks that are necessary to negotiate successfully with peers from other top business schools, and you will learn methods for developing the powerful social capital you will need to rise in the executive ranks of any organization.

In this course, you will learn to successfully face the challenge of negotiating materially rewarding deals while also building your social capital. You will work with training materials on leadership and relationship building that have been used with over 200 principals and partners in international professional service firms (40% were non-US nationals), and a social capital assessment tool used by these executives to receive feedback from senior partners and over 2000 clients. In addition, you will have the opportunity to participate in a lunchtime workshop on "Leadership and Emotional Intelligence" led by an executive coach, Charles Wolfe of Charles J Wolfe Associates.

Overall, this course is designed to enhance your ability to negotiate within the context of an ongoing relationship. As a manager, consultant, or professional service provider you will negotiate with your counterparts, team members, clients, and subordinates on an ongoing basis. Further, in today's less hierarchical organizations, you will be forced to negotiate with others to get your work done. Every time a project falls behind, critical new information is uncovered, or the competitive landscape of your industry changes, you will need to renegotiate tasks, plans, goals, or fees with your key stakeholders.

In sum, we will focus both on the analytic tools necessary to become a highly successful negotiator and on the relationship building skills necessary to negotiate deals that will enhance your social capital, your ability to lead others, and your book of loyal clients.

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Staff

Instructor:
Prof. Michele Williams

Course Meeting Times

Lectures:
One session / week
2 hours / session

Level

Graduate