课程信息
98,412

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完成时间大约为27 小时

英语(English)

字幕:英语(English), 阿拉伯语(Arabic)

您将获得的技能

Game TheoryNegotiationCollaborationPrincipled Negotiation

100% 在线

立即开始,按照自己的计划学习。

可灵活调整截止日期

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完成时间大约为27 小时

英语(English)

字幕:英语(English), 阿拉伯语(Arabic)

教学大纲 - 您将从这门课程中学到什么

1
完成时间为 3 小时

Introduction / What is the Pie?

I've promised that this course will help you be a better, smarter, more strategic negotiator. To do that, we begin by laying a foundation for negotiation, a theory of the “pie.” Over the years, I’ve discovered even the most experienced negotiators tend to lack a framework that grounds their approach to negotiation. While some folks try to bully their way to a larger share, most people make arguments that sound fair to them. But what sounds fair to them often doesn’t sound fair to the other side. Their criteria for what's fair may be biased in their favor. The theory of the pie is useful because it doesn’t depend on which side you are taking. It provides principles that will change the way you approach negotiations—in this course and in life. It will allow you to make arguments that persuade others. That’s why I am teaching you about it first. ...
7 个视频 (总计 58 分钟), 9 个阅读材料, 2 个测验
7 个视频
What is the Pie?5分钟
Airline Cost Sharing10分钟
Limo Ride5分钟
The Principle of the Divided Cloth (a historical context for how to divide the pie)4分钟
Sea Corp11分钟
The Shapley Value (solving the runway problem)15分钟
9 个阅读材料
Course Outline10分钟
Requirements and Grading10分钟
FAQ10分钟
Recommended Books10分钟
Pre-Course Survey10分钟
Takeaway10分钟
Looking Ahead10分钟
Caution: Math Ahead10分钟
Nucleolus (advanced and very much optional)10分钟
2 个练习
Baltimore2分钟
Detour2分钟
2
完成时间为 3 小时

Negotiation Caselets

You've got the theory. Now let's use it. I'll show how the pie framework applies to some mini cases, or caselets. The Merger Case considers how the synergy gains from a merger will be shared by the two parties. While this is still a stylized case, you'll see how it directly applies to some very real merger negotiations. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. You'll also learn why it's best to never say no. We end the week with our first interactive exercise—the Ultimatum Game. Here you have an opportunity to negotiate with your fellow classmates and with me. You also have the first mastery quiz for the course. I've tried to make it as much a learning opportunity as it is a test of your ability to apply the concepts presented....
7 个视频 (总计 52 分钟), 7 个阅读材料, 2 个测验
7 个视频
Things Go Better with Coke6分钟
Rio Tinto–BHP2分钟
BATNA7分钟
Start by Asking9分钟
Never Say No4分钟
Ultimatum Game16分钟
7 个阅读材料
Planet–Gazette Case10分钟
ZOPA10分钟
More Examples of Never Say No10分钟
Back and Forth Bargaining10分钟
FAQ10分钟
Preview of Mastery Quiz10分钟
Congrats10分钟
2 个练习
Adding a Second Buyer2分钟
Mastery Quiz 1 – 228分钟
3
完成时间为 5 小时

Zincit Case

The Zincit case provides an opportunity to discuss a wide-ranging set of topics including how to prepare for a negotiation, making ultimatums, alternating removals, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world....
21 个视频 (总计 68 分钟), 7 个阅读材料, 3 个测验
21 个视频
Lights, Camera, Action1分钟
Zincit Numbers5分钟
Pareto Optimality7分钟
Using Fairness to Choose Among Existing Options2分钟
I Need to Make Copies1分钟
About the Videos1分钟
Beating by $1 / Failed Ultimatum3分钟
Going Around in Circles5分钟
Alternating Removals2分钟
What Have You Given Me?1分钟
Ultimatum5分钟
Don't Fight Fire with Fire4分钟
Creating New Options1分钟
Beets versus Broccoli3分钟
50/50 Then More Pie3分钟
A Really Big Pie8分钟
Post-Settlements / A Deal Better than C?4分钟
Slow Down and Understand the Logic45
Need to Make Both Happier45
Lawyer Fee2分钟
7 个阅读材料
Zincit Case10分钟
Negotiation Logistics (or how do I find a partner anyway?)10分钟
How to Record Your Negotiation10分钟
Report Your Results10分钟
Unpacking Zincit10分钟
Zincit FAQ10分钟
Preview of Mastery Quiz10分钟
2 个练习
Zincit Code2分钟
Mastery Quiz 322分钟
4
完成时间为 5 小时

Outpsider Case

Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats....
31 个视频 (总计 78 分钟), 10 个阅读材料, 3 个测验
31 个视频
Step Zero: What Is Important to You?52
Cade's BATNA2分钟
Just Say No (Simpsons)57
Anchoring8分钟
Good Cop, Bad Cop2分钟
Great Place to Start2分钟
Toilet19
Too Low14
Where Do I Sign?1分钟
Out of Your Tree2分钟
Losing Control7分钟
Load of BS28
Lying Eyes17
Don't Lie2分钟
Herb Cohen on the Pay Stub3分钟
We Will Crush You4分钟
Giving an Inch2分钟
Herb Cohen on The Nibble4分钟
Awkward Silence41
Put out the Fire1分钟
Suits59
The Boat Trip Case1分钟
What Goes Wrong?2分钟
Mistakes Were Made4分钟
What Are Your Plans?45
White Lies?43
Ads at Cost2分钟
Expanding the Pie as a First Resort5分钟
Discover What They Want2分钟
Contingent Deal2分钟
10 个阅读材料
Outpsider Case: Instructions and Common Information10分钟
Outpsider Case: Next Steps10分钟
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10分钟
Report Your Results: Cade and Helen10分钟
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10分钟
Report Your Results: Pat10分钟
Commentary10分钟
Lying Eyes: Commentary10分钟
Outpsider FAQ10分钟
Preview of Mastery Quiz10分钟
2 个练习
Outpsider Code2分钟
Mastery Quiz 420分钟
5
完成时间为 4 小时

Advanced Topics

This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better on standardized tests. I end with some key lessons I learned from a taxi ride that went the wrong way....
15 个视频 (总计 100 分钟), 8 个阅读材料, 3 个测验
15 个视频
Sweet Nothings13分钟
Photo Op Results2
Photo Op Debrief2分钟
Herb Cohen on Bachrach3分钟
Herb Cohen on Hiding Mistakes1分钟
Game Theory and the SAT12分钟
What Does Winning Mean? A Classroom Experiment16分钟
Rubinstein Bargaining14分钟
Settlement Escrows3分钟
Virtual Strike3分钟
Texas Shoot-Out5分钟
Gringotts v. Agrabah: Mediation or Arbitration6分钟
Getting Informed — A Rug Story4分钟
Taxi Ride3分钟
8 个阅读材料
Photo Op Case: Instructions10分钟
Photo Op Case: Confidential Information for Willcox10分钟
Photo Op Case: Confidential Information for Bachrach10分钟
Backstory10分钟
Prologue10分钟
More Advanced Rubinstein Bargaining (Optional)10分钟
FAQ10分钟
Preview of Mastery Quiz10分钟
3 个练习
Planet-Gazette-Sun: Adding a Second Buyer II6分钟
Case Study: Gringotts v. Agrabah2分钟
Mastery Quiz 526分钟
6
完成时间为 1 小时

Linda Babcock: Ask for It

In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor of many well-cited journal articles and two award-winning books: Women Don’t Ask and Ask for It. In a series of presentations, Linda puts some dollars and cents on the value of asking, shows you how to prepare and then how to ask. The value of this material isn’t just for women. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. As a bonus section, Ayana Ledford, the Founding Executive Director of PROGRESS at Carnegie-Mellon University, explains how they are teaching negotiation to teens as a life skill....
21 个视频 (总计 48 分钟), 1 个阅读材料
21 个视频
Men Negotiate More1分钟
Listen to Noise5分钟
When Women Negotiate2分钟
How Women Can Become Better Negotiators1分钟
Change Your Thinking58
Negotiation Gym1分钟
Step Zero: What is Important to You?52
Soft in Style, Hard in Substance2分钟
Activating a Joint Problem Solving Frame1分钟
Justifying Your Value46
Dealing with a No1分钟
Lying1分钟
Thanks11
Introduction (Ayana Ledford)1分钟
Win-Win Patch2分钟
Explain Your No3分钟
Helping Kids Negotiate with Adults4分钟
Joint Problem Solving2分钟
Not Just Win-Win4分钟
Advice for Teens: Negotiating Jobs and Dating2分钟
1 个阅读材料
The Cost of Not Asking slides10分钟
7
完成时间为 1 小时

Herb Cohen: You Can Negotiate Anything

In this module, we are joined by Herb Cohen. Herb is a negotiation sensei, and we are fortunate to have his insights. He is the author of two classics in negotiation: You Can Negotiate Anything and Negotiate This!...
21 个视频 (总计 67 分钟)
21 个视频
Care, Really Care, but not THAT Much1分钟
It's a Game1分钟
Power4分钟
Time2分钟
Information6分钟
Deadlines3分钟
Negotiating Style4分钟
Smartest Guy in the Room?2分钟
Negotiating Online4分钟
Negotiating a Salary2分钟
Buying a House4分钟
First Offer / Last Offer2分钟
Embarrassment1分钟
Responding to Liars4分钟
Lowball5分钟
Aim High1分钟
What Really Matters1分钟
Moppo4分钟
Two Watches52
The Nibble4分钟
8
完成时间为 1 小时

John McCall MacBain: The Consummate Dealmaker

In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers and websites literally all around the world -- China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He sold the business, bought it back, took it public, and then ultimately maximized shareholder value by selling off the whole business in five pieces. He is now a philanthropist focused on education. I've known John for 35 years, ever since we were classmates at Oxford. And I had a front row seat to his dealmaking as I served on the board of his company, Trader Classified Media. His papers were all about buying and selling, but when it comes to buying and selling, there's no one better. He exemplifies principled negotiation. You are in for a special treat....
7 个视频 (总计 31 分钟), 1 个阅读材料
7 个视频
Listening6分钟
Taking Items Off the Table5分钟
Have the Champagne Ready2分钟
Negotiating in Good Faith2分钟
Put Your Foot Down4分钟
Speed7分钟
Thanks1分钟
1 个阅读材料
Post-Course Survey10分钟
9
完成时间为 2 小时

Acknowledgments and Further Readings

...
2 个视频 (总计 45 分钟), 5 个阅读材料
2 个视频
Lecture Version of Week 141分钟
5 个阅读材料
Checklist of Key Negotiation Principles10分钟
Exit Survey10分钟
Actor Credits10分钟
Thank Yous10分钟
Further Readings10分钟
4.8
381 个审阅Chevron Right

21%

完成这些课程后已开始新的职业生涯

28%

通过此课程获得实实在在的工作福利

17%

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创建者 MNJun 12th 2017

I have completed over 12 courses on Coursera and this one is the best presented of them all. You can learn a lot of un-intuitive things about negotiation that will serve you well in life and business.

创建者 RCSep 8th 2015

A superb introduction to negotiation from game theory point of view, which itself is a fascinating subject and taught by Barry nelbuff, a brilliantly simple teacher. read his books and you'll know.

讲师

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Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

关于 耶鲁大学

For more than 300 years, Yale University has inspired the minds that inspire the world. Based in New Haven, Connecticut, Yale brings people and ideas together for positive impact around the globe. A research university that focuses on students and encourages learning as an essential way of life, Yale is a place for connection, creativity, and innovation among cultures and across disciplines. ...

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