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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

Yale University via Coursera

Overview

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.

Taught by

Barry Nalebuff

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Reviews

4.6 rating, based on 13 reviews

Start your review of Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

  • Eduardo Oribe completed this course, spending 3 hours a week on it and found the course difficulty to be medium.

    Excelent course and approach to negotiation. Very complete and very clear and entertaining. This is a must for any person. Not only for business related workers. Thank you.
  • Stefano Ercole completed this course, spending 3 hours a week on it and found the course difficulty to be medium.

    Simply the best MOOC I ever followed! The professor is very smart and funny, the lessons are very interesting and well structured. A very good course, the best one for me.
  • Anonymous

    Anonymous is taking this course right now.

    This comment is just for test that class-central could be a reliable website.
    If everyone leaves words no limitation, I will never trust class-central.
  • Anonymous

    Anonymous is taking this course right now.

    It's a real strategic playbook that offers the opportunity to discover the great capabilities of persuasive negotiation skills with a profound ability
  • Adeagbo Toheeb Adewale is taking this course right now.

    This Course is exposing me to the world of brilliant negotiators. I recommend this for Starters like me. They will also find it interesting. It is also a platform to network.
  • Rodney John Valencia

    Rodney John Valencia is taking this course right now, spending 1 hours a week on it and found the course difficulty to be medium.

    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.
  • Martha Simons completed this course, spending 2 hours a week on it and found the course difficulty to be hard.

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  • Anonymous

    Anonymous completed this course.

    Fantastic preview about collaboration...thanks a ton to Mr.Ed Hoffman for explaining in very in depth way.. expecting to see more of your courses sir!
  • Anonymous

    Anonymous completed this course.

    Really good course , it gives you the basic for communication skills which u Know already but you have to improve it in a good way.
  • Anonymous

    Anonymous completed this course.

    The great class especially if you want to really learn about math during the negotiations. What's fair, methods on how to divide a pie.
  • Naima Comotti is taking this course right now.

  • Tom Kawai completed this course.

  • Profile image for Mark Kevin Culcul -
    Mark Kevin Culcul -

    Mark Kevin Culcul - completed this course.

    It gives more knowledge and it's good to have such learning lessons like this helping others about what we are learn .thanks

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