This Course at MIT

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Course Overview

This page focuses on the course 15.665 Power and Negotiation as it was taught by Professor Ofer Sharone in Spring 2014.

This course provides understanding of the theory and processes of negotiation as practiced in a variety of settings. With an emphasis on simulations, exercises, role playing and cases, students are given an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks.

Students experienced and experimented with different negotiation strategies and tools, recognized and correcting common mistakes, and reflected upon their experiences in order to increase effectiveness in negotiating.

Course Outcomes

Course Goals for Students

After taking this course, students will be able to:

  • Garner a fair share of what is negotiated
  • Recognize opportunities to create value that others might overlook
  • Strategically analyze negotiation situations and avoid common mistakes
  • Build lasting working relationships with negotiation counterparts
  • Handle difficult conversations in business and life
  • Reflect and learn from experiences
 

Curriculum Information

Prerequisites

Permission of the instructor. Undergraduates may register for this subject provided they are ready to participate with the intensity expected for a grad H-level subject.

Requirements Satisfied

H-Level Graduate Credit

Offered

Every fall and spring semester

The Classroom

  • A view of the classroom from the back, facing the blackboards in the front of the room.

    Room 1 of 1

    Lecture

    This class was taught in a tiered classroom featuring modern tables and chairs, multiple screens, video and overhead projectors, an annotatable computer monitor, video conferencing, wireless internet, and assistive listening.

 

Assessment

The students' grades were based on the following activities:

The color used on the preceding chart which represents the percentage of the total grade contributed by exams. 40% Reflective memos
(8% each)
The color used on the preceding chart which represents the percentage of the total grade contributed by concert reports. 30% Paper and presentation proposal
The color used on the preceding chart which represents the percentage of the total grade contributed by an analytical paper assignment. 30% Class attendance and participation
 

Student Information

Approximately 70 students take this course each time it is offered.

Breakdown by Year

Primarily graduate students with a few undergraduates.

Breakdown by Major

Primarily MBA students, some graduate students from Engineering, and cross-registered graduate students from other schools such as the Kennedy School.

Typical Student Background

Students who have an interest in systematically learning and practicing effective negotiation strategies.

 

How Student Time Was Spent

During an average week, students were expected to spend 9 hours on the course, roughly divided as follows:

In Class/Lecture

3 hours per week

    Met 1 time per week for 3 hours per session; mandatory attendance.

 

Out of Class

6 hours per week
  • Homework, reading, research, and preparation for in-class simulations.
  • Students were expected to write 3 reflective memos based on simulation exercises in addition to one real life memo and one grand finale memo throughout the semester.
 

Semester Breakdown

WEEK M T W Th F
1 No classes throughout MIT. No session scheduled. No session scheduled. Lecture session scheduled. No session scheduled.
2 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
3 No classes throughout MIT. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
4 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
5 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
6 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; assignment due date. No session scheduled.
7 No session scheduled. No session scheduled. No session scheduled. No session scheduled. No session scheduled.
8 No classes throughout MIT. No classes throughout MIT. No classes throughout MIT. No classes throughout MIT. No classes throughout MIT.
9 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; assignment due date. No session scheduled.
10 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
11 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; reflective memo on simulation due. No session scheduled.
12 No classes throughout MIT. No classes throughout MIT. No session scheduled. Lecture session scheduled; assignment due date. No session scheduled.
13 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled; assignment due date. No session scheduled.
14 No session scheduled. No session scheduled. No session scheduled. Student presentations held; reflective memo on simulation due. No session scheduled.
15 No session scheduled. No session scheduled. No session scheduled. Lecture session scheduled. No classes throughout MIT.
16 No classes throughout MIT. No classes throughout MIT. No classes throughout MIT. No classes throughout MIT. No classes throughout MIT.
Displays the color and pattern used on the preceding table to indicate dates when classes are not held at MIT. No classes throughout MIT
Displays the color used on the preceding table to indicate dates when lecture sessions are held. Lecture session
Displays the symbol used on the preceding table to indicate dates when assignments are due. Assignment due date
Displays the color used on the preceding table to indicate dates when no class session is scheduled. No class session scheduled
Displays the color used on the preceding table to indicate dates when students presentations are held. Student Presentations
Displays the symbol used on the preceding table to indicate dates when assignments are due. Due date for simulation exercise reflective memo. Students selected three.