Prof. Gordon Kaufman
This course aims to develop negotiation skills by active participation in a variety of negotiation settings, and a series of integrative bargaining cases between two and more than two parties over multiple issues. Ethical dilemmas in negotiation are discussed at various times throughout the course.
Kaufman, Gordon. 15.067 Competitive Decision-Making and Negotiation, Spring 2011. (MIT OpenCourseWare: Massachusetts Institute of Technology), http://ocw.mit.edu/courses/sloan-school-of-management/15-067-competitive-decision-making-and-negotiation-spring-2011 (Accessed). License: Creative Commons BY-NC-SA