Antarctic Expedition involves a multi-issue negotiation between two university professors over resources for a proposed joint expedition to the Antarctic. Antarctic Expedition encompasses key negotiation concepts such as the best alternative to a negotiated agreement (BATNA), the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). Students are also invited to examine the role of principled negotiation, and the applicability of standards and criteria. This simulation has been designed for third level students studying negotiation. Whilst it can be used at an introductory level, it is suggested that it is most appropriate for students who have already been introduced to fundamental negotiation concepts.Teaching Notes include General Instructions, Confidential Instructions for Andy Balfe and Confidential Instructions for Gerry Hopkins. 

Ardmara Concert is a multi-party, multi-issue negotiation between a concert promoter, representative of the Residents' Association, representative of the Parents' Association, local TD (politician) and representative of the Business Association over the staging of a concert by a controversial performer.  Ardmara Concert is designed for third level students studying negotiation and may be used to introduce students to multi-party negotiation. It also serves as an example of a values-based dispute, in which parties have ethical concerns regarding the impact of the concert.  

This course provides an introduction to bargaining and negotiation in public, business, and legal settings. It combines a “hands-on” skill-building orientation with a look at pertinent social theory. Strategy, communications, ethics, and institutional influences are examined as they influence the ability of actors to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.

Cancún Corner involves a negotiation between two friends and business partners over the launch of a Mexican restaurant.This is a negotiation exercise, however, it can also be used as a mediation simulation with some amendments. This simulation was designed for third level students studying negotiation and/or alternative dispute resolution (ADR). Whilst it can be used at an introductory level, it is suggested that it is most appropriate for students who have already been introduced to fundamental negotiation concepts. Guidance in relation to modifying this exercise as a mediation simulation is included. Please note that a mediation simulation will require a group of three students (or four students if a co-mediation model is adopted). This simulation may be used to introduce identity-based, conflict of values disputes. Identity may affect the substance of a negotiation nad has the potential to make even simple negotiations difficult to traverse. Teaching Notes include General Instructions, Confidential Instructions for Jane Parker, and Confidential Instructions for Sarah Byrne. 

It has become commonplace knowledge that globalization is one of the major forces shaping our world. If we look at the spread of information, ideas, capital, media, cultural artifacts - or for that matter, people - we can see the boundaries and borders that have historically separated one country or one group from another are becoming more and more permeable. For proof of this close to home, you need only to look at the composition of the MIT student body: 8 percent of the undergraduates and 37 percent of the graduate students are from 109 different countries.
“Communicating Across Cultures” is designed to help you meet the challenges of living in a world in which, increasingly, you will be asked to interact with people who may not be like you in fundamental ways. Its primary goals are to help you become more sensitive to intercultural communication differences, and to provide you with the knowledge and skills that will help you interact successfully with people from cultures other than your own. We hope the course will accomplish those goals by exposing you to some of the best writers and scholars on the subject of intercultural communication, and by giving you a variety of opportunities to practice intercultural communication yourself. As you read the syllabus for this course, we hope you get a sense of our commitment to making this course a rewarding experience for you.

It has become commonplace knowledge that globalization is one of the major forces shaping our world. If we look at the spread of information, ideas, capital, media, cultural artifacts - or for that matter, people - we can see the boundaries and borders that have historically separated one country or one group from another are becoming more and more permeable. For proof of this close to home, you need only to look at the composition of the MIT student body: 8 percent of the undergraduates and 37 percent of the graduate students are from 109 different countries.
“Communicating Across Cultures” is designed to help you meet the challenges of living in a world in which, increasingly, you will be asked to interact with people who may not be like you in fundamental ways. Its primary goals are to help you become more sensitive to intercultural communication differences, and to provide you with the knowledge and skills that will help you interact successfully with people from cultures other than your own. We hope the course will accomplish those goals by exposing you to some of the best writers and scholars on the subject of intercultural communication, and by giving you a variety of opportunities to practice intercultural communication yourself. As you read the syllabus for this course, we hope you get a sense of our commitment to making this course a rewarding experience for you.

This course aims to develop negotiation skills by active participation in a variety of negotiation settings, and a series of integrative bargaining cases between two and more than two parties over multiple issues. Ethical dilemmas in negotiation are discussed at various times throughout the course.

The En-ROADS guided assignment challenges participants to use the free online En-ROADS simulator (https://en-roads.climateinteractive.org/) to create a scenario that successfully addresses climate change while considering implications across the economy, environment, and society. The En-ROADS assignment is used in classrooms, ranging from middle school to graduate level students, and comes in short and long forms. It can also be adapted as an exercise for non-academic settings. Often, the assignment is given following an En-ROADS workshop or Climate Action Simulation role-playing simulation game (https://www.climateinteractive.org/en-roads/).

This course examines the choices and constraints regarding sources and uses of energy by households, firms, and governments through a number of frameworks to describe and explain behavior at various levels of aggregation. Examples include a wide range of countries, scope, settings, and analytical approaches.
This course is one of many OCW Energy Courses, and it is a core subject in MIT’s undergraduate Energy Studies Minor. This Institute-wide program complements the deep expertise obtained in any major with a broad understanding of the interlinked realms of science, technology, and social sciences as they relate to energy and associated environmental challenges.

This half-term course examines the choices that we make which affect others and the choices others make that affect us. Such situations are known as “games” and game-playing, while sounding whimsical, is serious business. Managers frequently play “games” both within the firm and outside it – with competitors, customers, regulators, and even capital markets! The goal of this course is to enhance a student’s ability to think strategically in complex, interactive environments. Knowledge of game theory will give students an advantage in such strategic settings. The course is structured around three “themes for acquiring advantage in games”: commitment / strategic moves, exploiting hidden information, and limited rationality.

This course develops and applies principles of game theory relevant to managers’ strategic decisions. Topics include how to reason about strategies and opponents; strategic commitment, reputation, and “irrational” actions; brinkmanship and negotiation; auctions; and the design of markets and contests. Applications to a variety of business decisions that arise in different industries, both within and outside the firm.

This course introduces persistent themes and challenges facing planners. It emphasizes the historical roots of contemporary urban planning problems and comparative study of practice in the U.S. and other countries. It is a nine week module intended for first semester Master in City Planning students.

Greenway Motors is a useful exercise to introduce students to key negotiation concepts such as the best alternative to a negotiated agreement (BATNA); the worst alternative to a negotiated agreement (WATNA) and the zone of possible agreement (ZOPA). It can also be used to discuss the principled negotiation framework, which allows students to move from a positional approach towards creating opportunities for mutual gain and value creation. This simulation has a large ZOPA, allowing for a range of outcomes.

This course explores perspectives in the policy process - agenda setting, problem definition, framing the terms of debate, formulation and analysis of options, implementation and evaluation of policy outcomes using frameworks including economics and markets, law, and business and management. Methods include cost/benefit analysis, probabilistic risk assessment, and system dynamics. Exercises include developing skills to work on the interface between technology and societal issues; simulation exercises; case studies; and group projects that illustrate issues involving multiple stakeholders with different value structures, high levels of uncertainty, multiple levels of complexity; and value trade-offs that are characteristic of engineering systems. Emphasis on negotiation, team building and group dynamics, and management of multiple actors and leadership.

Kilmanagh Meadows involves a two-party negotiation between neighbours over a dispute relating to noise pollution, boundary walls, and maintenance costs. This simulation can also be adapted for use as a mediation simulation. This simulation is designed for teaching and learning at third level, and works best where students have some experience and knowledge of negotiation and/or alternative dispute resolution (mediation).Kilmanagh Meadows allows students to move away from positional bargaining towards creating opportunities for mutual gain and value creation. Maintaining the relationship is a key concern for both parties, and students may choose to prioritise this in the negotiation. This simulation has a large ZOPA, allowing for a wide range of outcomes.Teaching Notes include General Instructions, Confidential Instructions for Liam MacManus and Confidential Instructions for James Canty. 

This course is a core requirement for the Masters in Engineering program, designed to teach students about the roles of today’s professional engineer and expose them to team-building skills through lectures, team workshops, and seminars. Topics include: written and oral communication, job placement skills, trends in the engineering and construction industry, risk analysis and risk management, managing public information, proposal preparation, project evaluation, project management, liability, professional ethics, and negotiation. The course draws on relevant large-scale projects to illustrate each component of the subject.

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute.
Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers.

This course will start with the conceptual framework of negotiations as it applies to all areas of negotiation in both the public and private sectors. As the course progresses, you will focus on business negotiation skills and strategies designed to help you maintain healthy business relationships. Specifically, you will learn about the concepts, processes, strategies, and ethical issues related to negotiation as well as appropriate conduct in multicultural business contexts. You will also learn to better understand the theory, processes, and practices of negotiation, conflict resolution, and relationship management so that you can be a more effective negotiator in a wide variety of situations. If you take advantage of the opportunities this course offers, you will be more comfortable and more productive managing negotiations as well as professional and personal relationships.

Conflict is inevitable and if unresolved, has negative impacts that reach far beyond the principal parties. Managing conflict in a non-violent manner can increase the ability of everyone involved to work more effectively with clients, staff, and other personnel. This module teaches conflict management through a combination of skill-building and philosophical discussion to enable participants to become invested in the idea that non-violent conflict management is better, more effective, and more efficacious in the long run than either conflict avoidance or an aggressive approach that produces "winners" and "losers." The material can be presented in training sessions of varying lengths from one class to an entire semester. The author recommends separating the three modules over time to allow time for integration of skills. (95 pages)Rice, S. (2000).

Accès aux 72 vidéos du MOOC (cours en ligne ouvert à tous) consacré à psychologie de la négociation, réalisé par la professeure Stéphanie Demoulin, Faculté de psychologie et des sciences de l'éducation, Université catholique de Louvain (Belgique), et diffusé sur edX.org. Ce cours en ligne vous propose de plonger au coeur des mécanismes psychologiques qui entrent en jeu dans les situations de négociation. Les vidéos expliquent certaines parties de ces mécanismes. Description et inscription au cours en ligne : https://www.edx.org/course/psychologie-de-la-negociation-louvainx-louv7x