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Competitive Decision Making and Negotiation: Purpose: Learn How To Negotiate

This document provides an overview of a course on competitive decision making and negotiation. The purpose of the course is to teach students how to negotiate effectively to achieve their objectives. Students will practice negotiating in various settings and receive feedback on their experiences. They will also analyze negotiations mathematically and descriptively. A quote from Benjamin Franklin emphasizes that the goal of negotiation is for both parties to reach an advantageous agreement, and the worst outcome is for greed to prevent a deal that could benefit both sides.

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55 views

Competitive Decision Making and Negotiation: Purpose: Learn How To Negotiate

This document provides an overview of a course on competitive decision making and negotiation. The purpose of the course is to teach students how to negotiate effectively to achieve their objectives. Students will practice negotiating in various settings and receive feedback on their experiences. They will also analyze negotiations mathematically and descriptively. A quote from Benjamin Franklin emphasizes that the goal of negotiation is for both parties to reach an advantageous agreement, and the worst outcome is for greed to prevent a deal that could benefit both sides.

Uploaded by

eviroyer
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Competitive Decision Making and Negotiation

Purpose: Learn how to negotiate effectively so as to achieve your negotiation objectives.


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Competitive Decision Making and Negotiation


How do we do it?
By practicing in a variety of settings By feedback: Sharing our experiences By analysis: Mathematical and Descriptive By making your grade dependent on how well you negotiate!

Trades would not take place unless it were advantageous to the parties concerned. Of course, it is better to strike as good a bargain as ones bargaining postion permits. The worst outcome is when, by overreaching greed, no bargain is struck, and a trade that could have been advantageous to both parties, does not come off at all. Benjamin Franklin
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MIT OpenCourseWare http://ocw.mit.edu

15.067 Competitive Decision-Making and Negotiation


Spring 2011

For information about citing these materials or our Terms of Use, visit: http://ocw.mit.edu/terms.

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