課程信息
4.8
1,213 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% 在線課程

立即開始,按照自己的計劃學習。
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建議:5 hours/week

完成時間大約為25 小時
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字幕:English

您將獲得的技能

Game TheoryNegotiationCollaborationPrincipled Negotiation
Globe

100% 在線課程

立即開始,按照自己的計劃學習。
Calendar

可靈活調整截止日期

根據您的日程表重置截止日期。
Clock

建議:5 hours/week

完成時間大約為25 小時
Comment Dots

English

字幕:English

教學大綱 - 您將從這門課程中學到什麼

1

章節
Clock
完成時間為 3 小時

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 個視頻(共 58 分鐘), 9 個閱讀材料, 2 個測驗
Video7 個視頻
What is the Pie?5分鐘
Airline Cost Sharing10分鐘
Limo Ride5分鐘
The Principle of the Divided Cloth (a historical context for how to divide the pie)4分鐘
Sea Corp11分鐘
The Shapley Value (solving the runway problem)15分鐘
Reading9 個閱讀材料
Course Outline10分鐘
Requirements and Grading10分鐘
FAQ10分鐘
Recommended Books10分鐘
Pre-Course Survey10分鐘
Takeaway10分鐘
Looking Ahead10分鐘
Caution: Math Ahead10分鐘
Nucleolus (advanced and very much optional)10分鐘
Quiz2 個練習
Baltimore2分鐘
Detour2分鐘

2

章節
Clock
完成時間為 3 小時

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 個視頻(共 52 分鐘), 7 個閱讀材料, 2 個測驗
Video7 個視頻
Things Go Better with Coke6分鐘
Rio Tinto–BHP2分鐘
BATNA7分鐘
Start by Asking9分鐘
Never Say No4分鐘
Ultimatum Game16分鐘
Reading7 個閱讀材料
Planet–Gazette Case10分鐘
ZOPA10分鐘
More Examples of Never Say No10分鐘
Back and Forth Bargaining10分鐘
FAQ10分鐘
Preview of Mastery Quiz10分鐘
Congrats10分鐘
Quiz2 個練習
Adding a Second Buyer2分鐘
Mastery Quiz 1 – 228分鐘

3

章節
Clock
完成時間為 5 小時

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 個視頻(共 68 分鐘), 7 個閱讀材料, 3 個測驗
Video21 個視頻
Lights, Camera, Action1分鐘
Zincit Numbers5分鐘
Pareto Optimality7分鐘
Using Fairness to Choose Among Existing Options2分鐘
I Need to Make Copies1分鐘
About the Videos1分鐘
Beating by $1 / Failed Ultimatum3分鐘
Going Around in Circles5分鐘
Alternating Removals2分鐘
What Have You Given Me?1分鐘
Ultimatum5分鐘
Don't Fight Fire with Fire4分鐘
Creating New Options1分鐘
Beets versus Broccoli3分鐘
50/50 Then More Pie3分鐘
A Really Big Pie8分鐘
Post-Settlements / A Deal Better than C?4分鐘
Slow Down and Understand the Logic分鐘
Need to Make Both Happier分鐘
Lawyer Fee2分鐘
Reading7 個閱讀材料
Zincit Case10分鐘
Negotiation Logistics (or how do I find a partner anyway?)10分鐘
How to Record Your Negotiation10分鐘
Report Your Results10分鐘
Unpacking Zincit10分鐘
Zincit FAQ10分鐘
Preview of Mastery Quiz10分鐘
Quiz2 個練習
Zincit Code2分鐘
Mastery Quiz 322分鐘

4

章節
Clock
完成時間為 5 小時

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 個視頻(共 78 分鐘), 10 個閱讀材料, 3 個測驗
Video31 個視頻
Step Zero: What Is Important to You?分鐘
Cade's BATNA2分鐘
Just Say No (Simpsons)分鐘
Anchoring8分鐘
Good Cop, Bad Cop2分鐘
Great Place to Start2分鐘
Toilet分鐘
Too Low分鐘
Where Do I Sign?1分鐘
Out of Your Tree2分鐘
Losing Control7分鐘
Load of BS分鐘
Lying Eyes分鐘
Don't Lie2分鐘
Herb Cohen on the Pay Stub3分鐘
We Will Crush You4分鐘
Giving an Inch2分鐘
Herb Cohen on The Nibble4分鐘
Awkward Silence分鐘
Put out the Fire1分鐘
Suits分鐘
The Boat Trip Case1分鐘
What Goes Wrong?2分鐘
Mistakes Were Made4分鐘
What Are Your Plans?分鐘
White Lies?分鐘
Ads at Cost2分鐘
Expanding the Pie as a First Resort5分鐘
Discover What They Want2分鐘
Contingent Deal2分鐘
Reading10 個閱讀材料
Outpsider Case: Instructions and Common Information10分鐘
Outpsider Case: Next Steps10分鐘
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10分鐘
Report Your Results: Cade and Helen10分鐘
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10分鐘
Report Your Results: Pat10分鐘
Commentary10分鐘
Lying Eyes: Commentary10分鐘
Outpsider FAQ10分鐘
Preview of Mastery Quiz10分鐘
Quiz2 個練習
Outpsider Code2分鐘
Mastery Quiz 420分鐘
4.8
Direction Signs

12%

完成這些課程後已開始新的職業生涯
Briefcase

83%

通過此課程獲得實實在在的工作福利
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24%

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創建者 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.

創建者 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.

講師

Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

關於 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. ...

常見問題

  • 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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