Fall
M 4-6pm
Instructor: Rachel Moore Best, GradEL Lecturer (rbest@mit.edu)
Units: 6 (2-0-4)*
Prerequisites: None (permission required from instructor)
“Engaging, relevant, useful.” “By far the most fun and most useful class I have ever taken.” “Rachel clearly has deep knowledge of negotiation and its application to key situations but also everyday life.”
Focused on the premise that negotiation and influence are critical skillsets for those working in high complexity fields, this course aims to improve graduate students’ effectiveness as negotiators with specific focus on successful navigation and influence in technical environments. Drawing on work from a variety of research perspectives, class material provides students with frameworks for analyzing negotiations and techniques useful for negotiating and exercising influence more effectively. With an emphasis on case role play, reflection, and real-world examples, students are provided opportunities each week to develop negotiation skills experientially and analyze their behavior as negotiators to identify effective skills and strategies. Satisfies part of the requirements for the Graduate Certificate in Technical Leadership.
For questions, please email Rachel Moore Best (rbest@mit.edu).