Skills you'll gain

There are 9 modules in this course

In this course, you will have several opportunities to negotiate with other students using case studies based on common situations in business and in life. You can get feedback on your performance and compare what you did to how others approached the same scenario. The cases also provide a setting to discuss a wide-ranging set of topics including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics include negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.

Negotiation Caselets

Zincit Case

Outpsider Case

Advanced Topics

Linda Babcock: Ask for It

Herb Cohen: You Can Negotiate Anything

John McCall MacBain: The Consummate Dealmaker

Acknowledgments and Further Readings

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