15.665 权力与商务谈判 (Power and Negotiation)

MIT Course 15 · Work and Organizational Studies · 工作与组织研究 · 课号 15.665

TL;DR

• 哈佛谈判学派与麻省理工博弈实战的融合，区分分配型谈判（零和分饼）与整合型谈判（做大蛋糕）。
• 最佳替代方案（BATNA）、保留价值与可能达成协议空间（ZOPA）的精准测算与锚定。
• 多方多议题复杂谈判、跨文化商业谈判雷区应对与破坏性僵局的建设性化解机制。

课程简介 / Description

This course provides understanding of the theory and processes of negotiation as practiced in a variety of settings. It is designed for relevance to the broad spectrum of bargaining problems faced by the manager and professional. With an emphasis on simulations, exercises, role playing and cases, students are given an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks.

讲义 / Lecture Notes

• 1
  • Introduction to Negotiations
  • No lecture notes
• 2
  • Slicing the Pie: How to Win
  • Lecture 2: Slicing the Pie (PDF)
• 3
  • Expanding the Pie: How Both Parties Can Win
  • Lecture 3: Expanding the Pie (PDF)
• 4
  • The Negotiator's Dilemma and Discovering your Style
  • Lecture 4: Negotiator's Dilemma (PDF)
• 5
  • Difficult Tactics and Overcoming Obstacles to Win-Win
  • Lecture 5: Overcoming Obstacles (PDF)
• 6
  • The Centrality of Relationships
  • Lecture 6: Relationships (PDF)
• 7
  • Cross-Cultural Negotiations
  • Lecture 7: Cross-Cultural Negotiation (PDF)
• 8
  • Autonomy and Status
  • Lecture 8: Autonomy and Status (PDF)
• 9
  • Multiparty Negotiations and Coalitions
  • Lecture 9: Multiparty Negotiations and Coalitions (PDF)
• 10
  • The Power of Fairness and Ethics in Negotiations
  • Lecture 10: Fairness and Ethics (PDF)
• 11
  • Internal Negotiations
  • No lecture notes
• 12
  • Student-Led Simulations and Presentations
  • No lecture notes
• 13
  • Wrapping It All Up
  • No lecture notes

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