Competitive Decision-Making and Negotiation
MIT Sloan's negotiation course builds skill through practice rather than theory alone: students work through a series of simulated bargaining cases, from two-party deals to multi-party negotiations spanning several issues at once. Sessions cover distributive and integrative bargaining strategies, coalition-building, and the tactics that shift outcomes when interests only partly overlap. Ethical questions surface repeatedly, including when persuasion tactics cross into manipulation and how negotiators should handle information asymmetries. Course materials on MIT OpenCourseWare include the syllabus, case assignments, and readings used in the actual MIT class, letting learners run the same exercises independently. No enrollment or certificate is offered through OpenCourseWare; this is free self-study access to MIT course content from the Sloan School of Management.