课程信息
4.8
1,212 ratings
328 reviews
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....
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100% 在线课程

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建议:5 hours/week

完成时间大约为25 小时
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您将获得的技能

Game TheoryNegotiationCollaborationPrincipled Negotiation
Globe

100% 在线课程

立即开始,按照自己的计划学习。
Calendar

可灵活调整截止日期

根据您的日程表重置截止日期。
Clock

建议:5 hours/week

完成时间大约为25 小时
Comment Dots

English

字幕:English

教学大纲 - 您将从这门课程中学到什么

1

章节
Clock
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. ...
Reading
7 个视频(共 58 分钟), 9 个阅读材料, 2 个测验
Video7 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
Reading9 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
Quiz2 个练习
Baltimore2分钟
Detour2分钟

2

章节
Clock
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....
Reading
7 个视频(共 52 分钟), 7 个阅读材料, 2 个测验
Video7 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
Reading7 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
Quiz2 个练习
Adding a Second Buyer2分钟
Mastery Quiz 1 – 228分钟

3

章节
Clock
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....
Reading
21 个视频(共 68 分钟), 7 个阅读材料, 3 个测验
Video21 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 Logic分钟
Need to Make Both Happier分钟
Lawyer Fee2分钟
Reading7 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
Quiz2 个练习
Zincit Code2分钟
Mastery Quiz 322分钟

4

章节
Clock
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....
Reading
31 个视频(共 78 分钟), 10 个阅读材料, 3 个测验
Video31 个视频
Step Zero: What Is Important to You?分钟
Cade's BATNA2分钟
Just Say No (Simpsons)分钟
Anchoring8分钟
Good Cop, Bad Cop2分钟
Great Place to Start2分钟
Toilet分钟
Too Low分钟
Where Do I Sign?1分钟
Out of Your Tree2分钟
Losing Control7分钟
Load of BS分钟
Lying Eyes分钟
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 Silence分钟
Put out the Fire1分钟
Suits分钟
The Boat Trip Case1分钟
What Goes Wrong?2分钟
Mistakes Were Made4分钟
What Are Your Plans?分钟
White Lies?分钟
Ads at Cost2分钟
Expanding the Pie as a First Resort5分钟
Discover What They Want2分钟
Contingent Deal2分钟
Reading10 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
Quiz2 个练习
Outpsider Code2分钟
Mastery Quiz 420分钟
4.8
Direction Signs

12%

完成这些课程后已开始新的职业生涯
Briefcase

83%

通过此课程获得实实在在的工作福利
Money

24%

加薪或升职

热门审阅

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

Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

关于 Yale University

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. ...

常见问题

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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