Introduction to Negotiation
Barry Nalebuff, the Yale School of Management professor who also co-founded Honest Tea, builds a framework around what he calls the pie: the surplus two parties create together and how to argue fairly over its division. Nine modules run through case studies like the Zincit merger negotiation and the Outpsider deal, where hidden information on both sides forces real bargaining tactics, plus recorded sessions with negotiation experts Linda Babcock and Herb Cohen on gender differences and classic tactics like anchoring and the nibble. Assignments have students negotiate directly with classmates and compare results. At three weeks and roughly ten hours a week, it is dense but self-paced, and Coursera's audit track gives free access to every video, case document, and quiz.