15.712 Negotiation and Influence


Class Info

Provides understanding of the theory and processes of negotiation as practiced in a variety of settings. Designed for relevance to the broad spectrum of bargaining problems faced by the manager and professional. Allows students an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks. Emphasizes simulations, exercises, role playing, and cases. Restricted to Executive MBA students.

This class has no prerequisites.

15.712 will be offered this semester (Spring 2018). It is instructed by Consult J. Hising DiFabio.

This class counts for a total of 6 credits.

You can find more information at the Other Negotiation Classes at MIT site or on the 15.712 Stellar site.

MIT 15.712 Negotiation and Influence Related Textbooks
MIT 15.712 Negotiation and Influence On The Web
Other Negotiation Classes at MIT

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