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- Level Foundation
- Duration 33 hours
- Course by Yale University
-
Offered by
About
This course will help you be a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations. This framework will allow you to make principled arguments that persuade others. It will allow you to see beneath the surface of apparent conflicts to uncover the underlying interests. You will leave the course better able to predict, interpret, and shape the behavior of those you face in competitive situations. In this course, you will have several opportunities to negotiate with other students using case studies based on common situations in business and in life. You can get feedback on your performance and compare what you did to how others approached the same scenario. The cases also provide a setting to discuss a wide-ranging set of topics including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics include negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.Modules
Welcome
-
1
Videos
-
6
Readings
1
Videos
- Introduction to the Course
6
Readings
- Phishing Warning
- Course Outline
- Requirements and Grading
- FAQ
- Recommended Books
- Pre-Course Survey
A Framework for Negotiation
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5
Videos
-
2
Readings
-
1
Assignment
1
Assignment
- Baltimore
5
Videos
- What is the Pie?
- Airline Cost Sharing
- Limo Ride
- The Principle of the Divided Cloth (a historical context for how to divide the pie)
- Sea Corp
2
Readings
- Takeaway
- Looking Ahead
The Shapley Value
-
1
Videos
-
2
Readings
-
1
Assignment
1
Assignment
- Detour
1
Videos
- The Shapley Value (solving the runway problem)
2
Readings
- Caution: Math Ahead
- Nucleolus (advanced and very much optional)
The Merger Case
-
1
Videos
-
1
Readings
-
1
Assignment
1
Assignment
- Adding a Second Buyer
1
Videos
- Planet–Gazette Results and Analysis
1
Readings
- Planet–Gazette Case
Putting it Together
-
2
Videos
2
Videos
- Things Go Better with Coke
- Rio Tinto–BHP
Reservation Values / BATNA
-
3
Videos
-
2
Readings
-
1
Discussion
1
Discussions
- Negotiating With Others
3
Videos
- BATNA
- Start by Asking
- Never Say No
2
Readings
- ZOPA
- More Examples of Never Say No
The Ultimatum Game
-
1
Readings
-
1
ExternalTool
1
External Tool
- The Ultimatum Game
1
Readings
- Back and Forth Bargaining
Mastery Quiz for Module 1 – 2
-
3
Readings
-
1
Assignment
1
Assignment
- Mastery Quiz 1 – 2
3
Readings
- FAQ
- Preview of Mastery Quiz
- Congrats
Case Study
-
2
Videos
-
3
Readings
-
1
PeerReview
-
1
ExternalTool
-
1
Assignment
1
Assignment
- Zincit Code
1
External Tool
- Report Your Results
1
Peer Review
- Zincit Negotiation
2
Videos
- Stop! In the Name of Learning
- Lights, Camera, Action
3
Readings
- Zinc-It Case
- Negotiation Logistics (or how do I find a partner anyway?)
- How to Record Your Negotiation
The Numbers
-
4
Videos
-
1
Readings
4
Videos
- Zincit Numbers
- Pareto Optimality
- Using Fairness to Choose Among Existing Options
- I Need to Make Copies
1
Readings
- Unpacking Zincit
Zincit Debrief
-
7
Videos
7
Videos
- About the Videos
- Beating by $1 / Failed Ultimatum
- Going Around in Circles
- Alternating Removals
- What Have You Given Me?
- Ultimatum
- Don't Fight Fire with Fire
What to Do
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8
Videos
8
Videos
- Creating New Options
- Beets versus Broccoli
- 50/50 Then More Pie
- A Really Big Pie
- Post-Settlements / A Deal Better than C?
- Slow Down and Understand the Logic
- Need to Make Both Happier
- Lawyer Fee
Mastery Quiz for Module 3
-
2
Readings
-
1
Assignment
1
Assignment
- Mastery Quiz 3
2
Readings
- Zincit FAQ
- Preview of Mastery Quiz
Case Study
-
2
Videos
-
4
Readings
-
1
PeerReview
-
1
ExternalTool
-
1
Assignment
1
Assignment
- Outpsider Code
1
External Tool
- Report your results
1
Peer Review
- Outpsider Negotiation (Optional)
2
Videos
- How to Prepare: The Dog Bite
- Step Zero: What Is Important to You?
4
Readings
- Outpsider Case: Instructions and Common Information
- Outpsider Case: Next Steps
- Outpsider Case: Confidential Information for Cade and Helen (Sellers)
- Outpsider Case: Confidential Information for Pat Bennett (Buyer)
The Numbers
-
1
Videos
1
Videos
- Cade's BATNA
Openings
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7
Videos
-
1
Readings
7
Videos
- Just Say No (Simpsons)
- Anchoring
- Good Cop, Bad Cop
- Great Place to Start
- Toilet
- Too Low
- Where Do I Sign?
1
Readings
- Commentary
What Not To Do
-
10
Videos
-
1
Readings
10
Videos
- Out of Your Tree
- Losing Control
- Load of BS
- Lying Eyes
- Don't Lie
- Herb Cohen on the Pay Stub
- We Will Crush You
- Giving an Inch
- Herb Cohen on The Nibble
- Awkward Silence
1
Readings
- Lying Eyes: Commentary
Dealing with Jerks
-
2
Videos
2
Videos
- Put out the Fire
- Suits
Testing Yourself
-
5
Videos
5
Videos
- The Boat Trip Case
- What Goes Wrong?
- Mistakes Were Made
- What Are Your Plans?
- White Lies?
What To Do
-
4
Videos
4
Videos
- Ads at Cost
- Expanding the Pie as a First Resort
- Discover What They Want
- Contingent Deal
Mastery Quiz for Module 4
-
2
Readings
-
1
Assignment
1
Assignment
- Mastery Quiz 4
2
Readings
- Outpsider FAQ
- Preview of Mastery Quiz
Negotiating When You Have No Power
-
2
Videos
-
1
Assignment
1
Assignment
- Planet-Gazette-Sun: Adding a Second Buyer II
2
Videos
- The Card Game
- Sweet Nothings
Negotiating Over Email
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4
Videos
-
2
Readings
-
1
ExternalTool
1
External Tool
- Photo Op Case
4
Videos
- Photo Op Results
- Photo Op Debrief
- Herb Cohen on Bachrach
- Herb Cohen on Hiding Mistakes
2
Readings
- Some Tools to Employ
- Camoflauge
Game Theory and the SAT
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1
Videos
1
Videos
- Game Theory and the SAT
Winning versus Succeeding
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1
Videos
1
Videos
- What Does Winning Mean? A Classroom Experiment
Rubinstein Bargaining
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1
Videos
-
2
Readings
1
Videos
- Rubinstein Bargaining
2
Readings
- Prologue
- More Advanced Rubinstein Bargaining (Optional)
Tools For Breaking Deadlocks
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4
Videos
-
1
Assignment
1
Assignment
- Case Study: Gringotts v. Agrabah
4
Videos
- Settlement Escrows
- Virtual Strike
- Texas Shoot-Out
- Gringotts v. Agrabah: Mediation or Arbitration
Two Tales
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2
Videos
2
Videos
- Getting Informed — A Rug Story
- Taxi Ride
Mastery Quiz for Module 5
-
2
Readings
-
1
Assignment
1
Assignment
- Mastery Quiz 5
2
Readings
- FAQ
- Preview of Mastery Quiz
The Cost of Not Asking
-
7
Videos
-
1
Readings
7
Videos
- The Value of Negotiating
- Men Negotiate More
- Listen to Noise
- When Women Negotiate
- How Women Can Become Better Negotiators
- Change Your Thinking
- Negotiation Gym
1
Readings
- The Cost of Not Asking slides
How to Ask
-
7
Videos
7
Videos
- Step Zero: What is Important to You?
- Soft in Style, Hard in Substance
- Activating a Joint Problem Solving Frame
- Justifying Your Value
- Dealing with a No
- Lying
- Thanks
Bonus: Teaching Kids to Negotiate
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7
Videos
7
Videos
- Introduction (Ayana Ledford)
- Win-Win Patch
- Explain Your No
- Helping Kids Negotiate with Adults
- Joint Problem Solving
- Not Just Win-Win
- Advice for Teens: Negotiating Jobs and Dating
What Can You Negotiate?
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9
Videos
9
Videos
- Everything is Negotiable (almost)
- Care, Really Care, but not THAT Much
- It's a Game
- Power
- Time
- Information
- Deadlines
- Negotiating Style
- Smartest Guy in the Room?
Advanced Topics
-
9
Videos
9
Videos
- Negotiating Online
- Negotiating a Salary
- Buying a House
- First Offer / Last Offer
- Embarrassment
- Responding to Liars
- Lowball
- Aim High
- What Really Matters
Two Stories with Morals
-
2
Videos
2
Videos
- Moppo
- Two Watches
Herb Cohen Take 2 (One of Herb's Lessons from Module 4)
-
1
Videos
1
Videos
- The Nibble
Six lessons
-
7
Videos
-
1
Readings
7
Videos
- Listening
- Taking Items Off the Table
- Have the Champagne Ready
- Negotiating in Good Faith
- Put Your Foot Down
- Speed
- Thanks
1
Readings
- Post-Course Survey
Survey
-
2
Readings
2
Readings
- Checklist of Key Negotiation Principles
- Exit Survey
Acknowledgments
-
2
Readings
2
Readings
- Actor Credits
- Thank Yous
Further Readings and Zoom webinars
-
2
Videos
-
2
Readings
2
Videos
- Zoom webinar on April 11, 2020
- Zoom webinar on Job Negotiation on April 20, 2020
2
Readings
- Further Readings
- Slides from webinar on April 11, 2020
New Material -- Not yet integrated into course
-
5
Videos
5
Videos
- The Ground Rules
- Maker Oats
- Ask with a Reason, Part I
- Ask with a Reason, Part II
- An Unfair Split
Alternative Versions
-
5
Videos
-
2
Readings
-
5
ExternalTool
5
External Tool
- TEST ONLY -- Ultimatum DO NOT USE
- TEST ONLY Link for Zincit -- DO NOT USE
- TEST ONLY -- Anchor DO NOT USE
- Copy of TEST ONLY -- Ultimatum DO NOT USE
- Anchoring
5
Videos
- Lecture Version of "What is the Pie?"
- Lecture Version of Week 1
- Ultimatum Game
- Copy of Anchoring
- Copy of Copy of Anchoring
2
Readings
- Report Your Results: Pat
- Report Your Results: Cade and Helen
Auto Summary
Enhance your negotiation skills with "Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator." This personal development course offers a comprehensive framework for effective negotiation, enabling you to uncover underlying interests and shape outcomes. Engage in practical case studies, receive feedback, and explore advanced topics like power dynamics and gender differences. Led by experts, this foundational course spans 1980 minutes and is available through various subscription options on Coursera, including Starter, Professional, and Paid plans. Ideal for anyone looking to excel in competitive situations.
Barry Nalebuff