Negotiating to Create Value: The Mutual Gains Approach

The design for our course follows the Massachusetts Institute of Technology motto mens et manus (mind and hands) approach. We consider hands-on activities and real-world applications to be fundamental for acquiring significant learning. The structure of the course follows the MIT xPRO Pedagogical Mode. This course explores the conceptual foundations of the Mutual Gains Approach to Negotiations and provides an opportunity to apply the MGA approach by role-playing a negotiation simulation with a partner.