Power and Negotiation

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.

The syllabus, on MIT OpenCourseWare

The full course — syllabus, assigned readings, problem sets, exams, and lecture notes — lives on OCW. These open the real thing: