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Updated reviews are in!

This was probably the most useful 3 days of my life. I would highly recommend it to others. I have had a lot of "soft skill" workshops before, but it's astonishing how much better and different it is to have a class taught by an expert. (anonymous student review of 2016 class)

See last year's course evaluation.

Application Process

Click here to get notifications for the IAP 2017 class!

Application Schedule & Deadlines

December 2016: Lottery Application Available
Late December 2016: Lottery Application Deadline
Late December 2016: Lottery And Waitlist Results Shared
Late December 2016: Rolling Waitlist Admissions Begin
Late IAP 2017: Class (class schedule below)

Overview

Become familiar with the science and practice of negotiations in a three-day crash course (the last week of IAP) from an award-winning professor of negotiations at MIT's Sloan School of Management!

No matter how excellent your ideas, most significant achievements require the ability to communicate with and influence others. This course examines the theory, research, and practice of negotiation across a variety of settings. It provides multiple opportunities for students to develop negotiation skills through role-plays, exercises, and useful analytical frameworks. Topics include: distributive and integrative bargaining, psychological biases, lessons from game theory, principles of influence, multiparty negotiation, and the value of relationships and trust.

Prerequisites

None! This course is appropriate for undergraduate and graduate students from all majors.

Credit cannot also be received for 15.665 or 15.712.

Course Details

Provided schedule and details are subject to change. Syllabus will contain more information.

Versions

There is a basic 3-unit version and more intensive 6-unit version of the course and there are different course numbers for undergraduates versus graduate students. The 3-unit version is appropriate for students who want a comprehensive yet condensed introduction to negotiation whereas the 6-unit version is for students who want to delve deeper and gain additional experience. Specifically, the 6-unit version requires the completion of a personal reflection paper and a team presentation.

Version Meets Undergraduate Graduate
3-units 3 days (M, T, W) 15.6721 15.672
6-units 4 days (M, T, W, F) 15.6731 15.673

Last Year's Schedule

Last Year's Lectures (Last Week of IAP)

Monday, January 25, 2016 (8:30a - 4:00p) in E62-262: Negotiation Theory
Tuesday, January 26, 2016 (8:30a - 4:00p) in E62-262: Synthesis and Practice
Wednesday, January 27, 2016 (8:30a - 4:00p) in E62-262: Overcoming Barriers

*Friday, January 29, 2016 (8:30a - 4:00p) in E62-262: Student Presentations
*Only for students registered for the 6-unit version of the course.

Last Year's Homework

Sunday, January 24, 2016 by 11:59 PM ET: Negotiation Theory Pre-Negotiation Questionnaire
Monday, January 25, 2016 by 11:59 PM ET: Synthesis and Practice Pre-Negotiation Questionnaire
Tuesday, January 26, 2016 by 11:59 PM ET: Overcoming Barriers Pre-Negotiation Questionnaire

*Thursday, January 28, 2016 by 11:59 PM ET: Student Presentation Slides
*Sunday, January 31, 2016 by 11:59 PM ET: Personal Reflection Paper
*Only for students registered for the 6-unit version of the course.

Requirements

Reading Assignments

You are expected to read and prepare for cases and exercises before showing up for class.

Simulations and Exercises

One of the goals for this class is that you gain a deeper understanding of negotiation, not just by reading, writing, and thinking about it, but also by experiencing it first-hand. Therefore, we have planned a number of in-class simulations and exercises related to negotiation. As many of these activities require some understanding of background materials and/or confidential instructions, we will expect you in most cases to prepare for these activities before class.

Attendance and Participation

Due to the highly experiential nature of this course, attendance at all classes and participation in all cases and exercises (as evidenced by on-time submission of results) is mandatory. Active in-class participation in activities and discussions is expected of all students. Please arrive promptly so that introductions to activities do not need to be repeated or delayed. If you believe that you have extenuating circumstances that require you to miss a class, please contact the TA; advance notice is essential, preferably by the previous class meeting.

*Personal Reflection Paper

*Only for students registered for the 6-unit version of the course.
You will be required to submit a reflection paper analyzing an ongoing or recently concluded negotiation experience from your own life while demonstrating your understanding of the concepts covered in class. The paper will be due the first Sunday after class at 11:59 PM ET. More details will be shared in class.

*Team Presentation

*Only for students registered for the 6-unit version of the course.
You will be required to work with a team and give a presentation of a present day conflict or negotiation that has been the subject of media coverage and/or scholarly analysis while demonstrating your understanding of the concepts covered in class. The presentation will be due during the Friday session. More details will be shared in class.

Grading

The course will be graded "Pass/Fail" (P/D/F) based on satisfactory completion of the requirements above.

About the Professor

Jared Curhan is the Sloan Distinguished Associate Professor of Organization Studies at MIT's Sloan School of Management. An award-winning teacher, Professor Curhan will offer this special course on negotiation intended for students with a broad spectrum of backgrounds and experience. He pilot tested the course for two years and launched in 2016 with great success:

Ratings 2014 2015 2016
Recommend the Professor (out of 5) 5.0 5.0 5.0
Overall Rating of Teaching (out of 7) 6.9 7.0 6.9
Overall Rating of Subject (out of 7) 6.9 6.9 6.8

Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he has pioneered a social psychological approach to the study of “subjective value” in negotiation—that is, the feelings and judgments concerning the instrumental outcome, the process, the self, and the relationship. His current research uses the Subjective Value Inventory (SVI; Curhan et al., 2006) to examine the precursors, processes, and long-term consequences of subjective value in negotiation.

Curhan is founder and president of the Program for Young Negotiators, Inc., an organization dedicated to the promotion of negotiation training in primary and secondary schools. His book, Young Negotiators (Houghton Mifflin, 1998) is acclaimed in the fields of negotiation and education, and has been translated into Spanish, Hebrew, and Arabic. It has been used to train more than 35,000 children across the United States and abroad to achieve their goals without the use of violence. Deeply committed to education at all levels, Curhan has received the Stanford University Lieberman Fellowship for excellence in teaching and university service, the MIT Institute-wide teaching award, and the MIT Sloan Jamieson Prize for excellence in teaching.

Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University.