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 not be offered this semester. It will be available in the Spring semester, and will be instructed by Consult J. Hising DiFabio.

This class counts for a total of 6 credits.

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