| dc.contributor.author | Kaufman, Gordon | en_US |
| dc.coverage.temporal | Spring 2003 | en_US |
| dc.date.issued | 2003-06 | |
| dc.identifier | 15.067-Spring2003 | |
| dc.identifier | local: 15.067 | |
| dc.identifier | local: IMSCP-MD5-e5ee209249542570d6782748d8d38895 | |
| dc.identifier.uri | http://hdl.handle.net/1721.1/84613 | |
| dc.description.abstract | This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course. There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives in a fair and responsible fashion. The second is to "learn by doing." That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings. | en_US |
| dc.language | en-US | en_US |
| dc.rights.uri | Usage Restrictions: This site (c) Massachusetts Institute of Technology 2014. Content within individual courses is (c) by the individual authors unless otherwise noted. The Massachusetts Institute of Technology is providing this Work (as defined below) under the terms of this Creative Commons public license ("CCPL" or "license") unless otherwise noted. The Work is protected by copyright and/or other applicable law. Any use of the work other than as authorized under this license is prohibited. By exercising any of the rights to the Work provided here, You (as defined below) accept and agree to be bound by the terms of this license. The Licensor, the Massachusetts Institute of Technology, grants You the rights contained here in consideration of Your acceptance of such terms and conditions. | en_US |
| dc.rights.uri | Usage Restrictions: Attribution-NonCommercial-ShareAlike 3.0 Unported | en_US |
| dc.rights.uri | http://creativecommons.org/licenses/by-nc-sa/3.0/ | en_US |
| dc.subject | negotiation | en_US |
| dc.subject | distributive bargaining | en_US |
| dc.subject | ethics | en_US |
| dc.subject | dispute resolution | en_US |
| dc.subject | decision making | en_US |
| dc.subject | fair division | en_US |
| dc.subject | bidding | en_US |
| dc.subject | Decision making | en_US |
| dc.subject | Business planning | en_US |
| dc.title | 15.067 Competitive Decision-Making and Negotiation, Spring 2003 | en_US |
| dc.title.alternative | Competitive Decision-Making and Negotiation | en_US |
