Mini MBA in Management
Module 9


game theory / 'the pie' / key insights of negotiations

Most of us spend an awful lot of our professional and personal lives engaged in negotiations – which may be why we often view negotiations as a game of intimidation or a test of wills, particularly in the business world.

But in this module Professor Barry Nalebuff will teach you a principles-based approach to game theory that will allow you to make more persuasive arguments. You’ll explore the key insight of any negotiation – namely what’s at stake or, as Barry calls it, ‘the pie’. This new perspective will help change the way you think about power and fairness in these situations, making you more creative, effective and confident in your own business negotiations.