Power and Negotiation

Redcoat clad John Bull kneels grasping the Bruin's right paw with both hands, as he reaches with his other toward Columbia's outstretched hand.

Nineteenth century cartoon by William Charles that refers to Russia's effort to negotiate peace between America and Great Britain during the War of 1812. Depicted are John Bull, the Russian Bear, and Columbia holding a flag and liberty pole. ("Bruin become Mediator or Negotiation for Peace." Image is in the public domain. Source: Wikimedia Commons.)


MIT Course Number


As Taught In

Spring 2014



Cite This Course

Course Description

Course Features

Course 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.

Other Versions

Other OCW Versions

Archived versions: Question_avt logo

Related Content

Ofer Sharone. 15.665 Power and Negotiation. Spring 2014. Massachusetts Institute of Technology: MIT OpenCourseWare, https://ocw.mit.edu. License: Creative Commons BY-NC-SA.

For more information about using these materials and the Creative Commons license, see our Terms of Use.