MLD-224: Behavioral Science of Negotiations

Semester: Fall

Credit: 4.0

Syllabus: Click here for syllabus

Faculty: Julia Minson


Day Time Location
Term Start Date 8/31
Meet Day M/W 1:15 PM - 2:30 PM Littauer Bldg L230 (HKS)
Review T 4:15 PM - 6:00 PM 1 Brattle Sq 401 (HKS)


We negotiate every day. We negotiate with co-workers, bosses, subordinates, clients, salespeople, romantic partners, and many others. This course is designed to build your understanding, skill, and confidence so that you achieve better outcomes in all your negotiations -- large and small. In this course you will learn how to increase the quality of the agreements you negotiate so as to maximize potential value, and also how to claim as much of that value for yourself as you can. You will learn to see opportunities to negotiate where you had never seen them before. A basic premise of the course is that great negotiators are not born, but made through thoughtful, evidence-based skill building. Thus, the course is structured around three types of activities: 1) Applying analytical skills to gain a strategic understanding of negotiation contexts; 2) Learning empirically validated techniques for advancing your interests; 3) Practice, practice, and more practice.

Students must be available Tuesday from 4:10 p.m.- 6:00 p.m. to participate in group exercises. MLD-224 serves as a prerequisite for the January course MLD-280) Advanced Workshop in Multiparty Negotiation and Conflict Resolution). MLD-224 cannot be taken for credit with HLS 2195 (the HLS Negotiation Workshop). NOTE: MLD-224 has a great deal of conceptual overlap with both the two module sequence of MLD-222M (Negotiation Analysis) and MLD-223M (Negotiating Across Differences) and also with MLD-225 (Introduction to the Theory and Practice of Negotiation). These two courses and the 222/223 course sequence should be considered substitutes for one another.

Mandatory Review Session: Tuesday 4:15-6:00pm (1 Brattle 401)

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