SEMAINE 1

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 vidéos, 9 lectures, 2 quiz pour s'exercer

Reading: Course Outline
Reading: Requirements and Grading
Reading: FAQ
Reading: Recommended Books
Reading: Pre-Course Survey
Vidéo: What is the Pie?
Reading: Takeaway
Vidéo: Airline Cost Sharing
Practice Quiz: Baltimore
Vidéo: Limo Ride
Vidéo: The Principle of the Divided Cloth (a historical context for how to divide the pie)
Vidéo: Sea Corp
Reading: Looking Ahead
Reading: Caution: Math Ahead
Vidéo: The Shapley Value (solving the runway problem)
Practice Quiz: Detour
Reading: Nucleolus (advanced and very much optional)

SEMAINE 2

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 vidéos, 7 lectures, 1 quiz pour s'exercer

Reading: Planet–Gazette Case
Practice Quiz: Adding a Second Buyer
Vidéo: Things Go Better with Coke
Vidéo: Rio Tinto–BHP
Vidéo: BATNA
Vidéo: Start by Asking
Reading: ZOPA
Discussion Prompt: Negotiating With Others
Vidéo: Never Say No
Reading: More Examples of Never Say No
Vidéo: Ultimatum Game
Reading: Back and Forth Bargaining
Reading: FAQ
Reading: Preview of Mastery Quiz
Reading: Congrats

Noté: Mastery Quiz 1 – 2

SEMAINE 3

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 vidéos, 7 lectures

Reading: Zincit Case
Reading: Negotiation Logistics (or how do I find a partner anyway?)
Vidéo: Lights, Camera, Action
Reading: How to Record Your Negotiation
Reading: Report Your Results
Reading: Unpacking Zincit
Vidéo: Zincit Numbers
Vidéo: Pareto Optimality
Vidéo: Using Fairness to Choose Among Existing Options
Vidéo: I Need to Make Copies
Vidéo: About the Videos
Vidéo: Beating by $1 / Failed Ultimatum
Vidéo: Going Around in Circles
Vidéo: Alternating Removals
Vidéo: What Have You Given Me?
Vidéo: Ultimatum
Vidéo: Don't Fight Fire with Fire
Vidéo: Creating New Options
Vidéo: Beets versus Broccoli
Vidéo: 50/50 Then More Pie
Vidéo: A Really Big Pie
Vidéo: Post-Settlements / A Deal Better than C?
Vidéo: Slow Down and Understand the Logic
Vidéo: Need to Make Both Happier
Vidéo: Lawyer Fee
Reading: Zincit FAQ
Reading: Preview of Mastery Quiz

Noté: Zincit Code

Noté: Zincit Negotiation

Noté: Mastery Quiz 3

SEMAINE 4

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 vidéos, 10 lectures

Vidéo: Step Zero: What Is Important to You?
Reading: Outpsider Case: Instructions and Common Information
Reading: Outpsider Case: Next Steps
Reading: Outpsider Case: Confidential Information for Cade and Helen (Sellers)
Reading: Report Your Results: Cade and Helen
Reading: Outpsider Case: Confidential Information for Pat Bennett (Buyer)
Reading: Report Your Results: Pat
Peer Review: Outpsider Negotiation (Optional)
Vidéo: Cade's BATNA
Vidéo: Just Say No (Simpsons)
Vidéo: Anchoring
Vidéo: Good Cop, Bad Cop
Vidéo: Great Place to Start
Reading: Commentary
Vidéo: Toilet
Vidéo: Too Low
Vidéo: Where Do I Sign?
Vidéo: Out of Your Tree
Vidéo: Losing Control
Vidéo: Load of BS
Vidéo: Lying Eyes
Reading: Lying Eyes: Commentary
Vidéo: Don't Lie
Vidéo: Herb Cohen on the Pay Stub
Vidéo: We Will Crush You
Vidéo: Giving an Inch
Vidéo: Herb Cohen on The Nibble
Vidéo: Awkward Silence
Vidéo: Put out the Fire
Vidéo: Suits
Vidéo: The Boat Trip Case
Vidéo: What Goes Wrong?
Vidéo: Mistakes Were Made
Vidéo: What Are Your Plans?
Vidéo: White Lies?
Vidéo: Ads at Cost
Vidéo: Expanding the Pie as a First Resort
Vidéo: Discover What They Want
Vidéo: Contingent Deal
Reading: Outpsider FAQ
Reading: Preview of Mastery Quiz

Noté: Outpsider Code

Noté: Mastery Quiz 4

SEMAINE 5

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 vidéos, 8 lectures, 2 quiz pour s'exercer

Vidéo: Sweet Nothings
Practice Quiz: Planet-Gazette-Sun: Adding a Second Buyer II
Reading: Photo Op Case: Instructions
Reading: Photo Op Case: Confidential Information for Willcox
Reading: Photo Op Case: Confidential Information for Bachrach
Vidéo: Photo Op Results
Reading: Backstory
Vidéo: Photo Op Debrief
Vidéo: Herb Cohen on Bachrach
Vidéo: Herb Cohen on Hiding Mistakes
Vidéo: Game Theory and the SAT
Vidéo: What Does Winning Mean? A Classroom Experiment
Reading: Prologue
Vidéo: Rubinstein Bargaining
Reading: More Advanced Rubinstein Bargaining (Optional)
Vidéo: Settlement Escrows
Vidéo: Virtual Strike
Vidéo: Texas Shoot-Out
Practice Quiz: Case Study: Gringotts v. Agrabah
Vidéo: Gringotts v. Agrabah: Mediation or Arbitration
Vidéo: Getting Informed — A Rug Story
Vidéo: Taxi Ride
Reading: FAQ
Reading: Preview of Mastery Quiz

Noté: Mastery Quiz 5

SEMAINE 6

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 vidéos, 1 lecture

Vidéo: Men Negotiate More
Vidéo: Listen to Noise
Vidéo: When Women Negotiate
Vidéo: How Women Can Become Better Negotiators
Vidéo: Change Your Thinking
Vidéo: Negotiation Gym
Reading: The Cost of Not Asking slides
Vidéo: Step Zero: What is Important to You?
Vidéo: Soft in Style, Hard in Substance
Vidéo: Activating a Joint Problem Solving Frame
Vidéo: Justifying Your Value
Vidéo: Dealing with a No
Vidéo: Lying
Vidéo: Thanks
Vidéo: Introduction (Ayana Ledford)
Vidéo: Win-Win Patch
Vidéo: Explain Your No
Vidéo: Helping Kids Negotiate with Adults
Vidéo: Joint Problem Solving
Vidéo: Not Just Win-Win
Vidéo: Advice for Teens: Negotiating Jobs and Dating

SEMAINE 7

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 vidéos

Vidéo: Care, Really Care, but not THAT Much
Vidéo: It's a Game
Vidéo: Power
Vidéo: Time
Vidéo: Information
Vidéo: Deadlines
Vidéo: Negotiating Style
Vidéo: Smartest Guy in the Room?
Vidéo: Negotiating Online
Vidéo: Negotiating a Salary
Vidéo: Buying a House
Vidéo: First Offer / Last Offer
Vidéo: Embarrassment
Vidéo: Responding to Liars
Vidéo: Lowball
Vidéo: Aim High
Vidéo: What Really Matters
Vidéo: Moppo
Vidéo: Two Watches
Vidéo: The Nibble

SEMAINE 8

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 vidéos, 1 lecture

Vidéo: Taking Items Off the Table
Vidéo: Have the Champagne Ready
Vidéo: Negotiating in Good Faith
Vidéo: Put Your Foot Down
Vidéo: Speed
Vidéo: Thanks
Reading: Post-Course Survey

SEMAINE 9

Acknowledgments and Further Readings

2 vidéos, 5 lectures

Reading: Checklist of Key Negotiation Principles
Reading: Exit Survey
Reading: Actor Credits
Reading: Thank Yous
Reading: Further Readings
Vidéo: Lecture Version of Week 1

Langue	English
Comment réussir	Réussissez tous les devoirs notés pour terminer le cours.
Notes des utilisateurs	4.8 étoiles Note moyenne des utilisateurs 4.8Voir ce que disent les étudiants

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

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