Material Detail
Competitive Decision-Making and Negotiation
This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course. There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives in a fair and responsible fashion. The second is to "learn by doing." That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings.
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More about this material
- Material Type:
- Online Course
- Date Added to MERLOT:
- June 9, 2011
- Date Modified in MERLOT:
- November 14, 2019
- Author:
- Prof. Gordon Kaufman
- Submitter:
-
Cathy Swift
- Primary Audience:
- College General Ed, College Lower Division
- Mobile Compatibility:
- Not specified at this time
- Language:
- English
- Cost Involved:
- No
- Source Code Available:
- Unknown
- Accessibility Information Available:
- Unknown
- Creative Commons:
-
This work is licensed under a Attribution-NonCommercial-ShareAlike 3.0 United States
