6.927 Negotiation and Influence Skills for Technical Leaders

*New EECS/GEL Course

Fall • T 1-3pm  • 66-144

Units: 2-0-4*

Prerequisites: None (permisson required from instructor)

Instructor: David Nino (dnino@mit.edu

*Companion 6-unit subject, 6.S979, will be offered ST21


The course is designed around the premise that the ability to negotiate is essential to being an effective leader in technology and engineering environments. The overall goal of this course is to provide graduate engineering students with a repertoire of negotiation strategies and practices that pertain to the problems and conflict situations faced by technical leaders who tend to be lead without formal authority. We will introduce research-based approaches and analytical frameworks with a learning design will enable students to develop negotiation skills experientially and reflectively through simulations, role plays, and case studies.

The class will be delivered online and attendance is required during regularly scheduled sessions. The reason for this is that the class is highly experiential in design, where students will engage in role play and other skill practice activities during class. We plan to record all of our class sessions and make them available in Canvas for future viewing. If a significant number of gradaute students reside in time zones where attendance during class time is difficult, we will try to accomodate these situations once registration is complete.

For questions, please email David Nino (dnino@mit.edu