Fall
M 4-6pm
56-114
Instructor: Rachel Moore Best (rbest@mit.edu)
Units: 2-0-4*
Prerequisites: None (permission required from instructor)
*Companion 6-unit subject, 6.S979, will be offered ST21
“By far the most fun and most useful class I have ever taken … Rachel clearly has deep knowledge of negotiation and its application to not only key situations but also everyday life … Engaging, relevant, useful.” — Former Students
Focuses around the premise that the abilities to negotiate with, and influence others, are essential to being an effective leader in technology rich environments. Provides graduate students with underlying principles and a repertoire of negotiation and influence skills that apply to interpersonal situations, particularly those where an engineer or project leader lacks formal authority over others in delivering results. Utilizes research-based approaches through the application of multiple learning methods, including experiential role plays, case studies, assessments, feedback, and personal reflections. Concepts such as the zone of possible agreements, best alternative to negotiated agreements, and sources of influence are put into practice.
For questions, please email Rachel Moore Best (rbest@mit.edu).
*Students can count this course or one of our other grad classes (6.9280 Leading Creative Teams and 6.9260 Multi-Stakeholder Negotiation for Technical Leaders) to fulfill part of the engineering doctoral minor and GradEL’s Technical Leadership Certificate Program which launched in Spring 2020.