Power and Negotiation

MASSACHUSETTS INSTITUTE OF TECHNOLOGY (15.665)

FALL 2012

Instructor:
Denise Lewin Loyd

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. (Session 1: Thursday 2:30 p.m.-5:30 p.m.; Session 2: Thursday 6:00 p.m.-9:00 p.m.)

Negotiation and Dispute Resolution in the Public Sector
MASSACHUSETTS INSTITUTE OF TECHNOLOGY (DUSP 11.225)

NOT OFFERED FALL 2012

Instructor:
Lawrence Susskind
Rm. 9-332
617-253-2026

Investigates social conflict and distributional disputes in the public sector. While theoretical aspects of conflict are considered, the focus is on the practice of consensus-building and dispute resolution in public policy settings. Comparisons between unassisted and assisted negotiation are reviewed along with the techniques of facilitation, mediation, and non-binding arbitration. Heavy emphasis on strengthening individual negotiation skills. No prerequisite. (Mondays and Wednesdays 3:00 p.m. — 5:00 p.m.)

International Environmental Negotiations
FLETCHER SCHOOL OF LAW AND DIPLOMACY (DHP P231)
MASSACHUSETTS INSTITUTE OF TECHNOLOGY (DUSP 11.364)

NOT OFFERED 2012-2013

Global environmental policy concerns (e.g., climate change, ozone depletion, deforestation, acid rain, ocean dumping, desertification, fisheries decline, biodiversity, and forest loss) have become increasingly important in international relations. This seminar looks at the problems of achieving development while maintaining natural systems and capital. This requires negotiating multilateral environmental agreements that can effectively manage common resources, take joint action to prevent global commons degradation, achieve transboundary pollution control, and the dilemmas of harmonizing environmental standards. At the core of these three problems are issues of how best to structure international negotiations.

The class will operate as a research seminar. After examining the present treaty system and how it is negotiated, each student will be expected to prepare a prescriptive case analysis of an international environmental negotiation. Students should have background in negotiation and international relations.