MLD-222M A: Negotiation Analysis

Semester: Fall 1

Credit: 2.0

Faculty: Kessely Hong


Day Time Location
First Day 8/31
Meet Day T/Th 11:45 AM - 1:00 PM Littauer Bldg L230 (HKS)
Review W 4:15 PM - 6:30 PM Belfer 200 Starr Aud (HKS)


Whenever you are not operating in isolation, it is not enough to design a technically perfect solution to a policy problem; negotiation skills are critical in gaining support from other stakeholders so that change can be implemented. This course introduces students to the theory and practice of negotiation by emphasizing both analytical and interpersonal skills. Analysis is important because negotiators cannot develop promising strategies without a deep understanding of the context of the situation, and the incentives, interests and alternatives of the other parties. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion. Through case discussions, we will develop a set of conceptual frameworks to help students diagnose barriers to agreement and develop creative strategies to address them. Through participation in negotiation simulations, students will have the opportunity to learn how to prepare effectively, to practice communication and persuasion, and to experiment with a variety of negotiation tactics and strategies to both create and claim value. The goal of the course is to help students be better equipped to anticipate challenges in advance, to expand their conception of "what is possible" in order to develop creative and wise strategies, to build sustainable coalitions to support their goals, and to gain confidence in advocating for themselves and others.

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Cambridge, MA 02138
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