About this course: 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, Milton Steinbach Professor
Yale School of Management
| Language | English |
| How To Pass | Pass all graded assignments to complete the course. |
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Great Course. It is perfect for someone who wants to learn more about negotiation techniques and legal procedures.
Witty! Excellent!
This is the best course of negotiation ever. You learn a lot of strategies that you have never seen before. It opens your eyes in a way you could identify what is your best choice or your action plan to convince and win a negotiation. It's so worth it for your life in any aspect. I just love it. I recommend it 100%.
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Prof. Nalebaum has crafted a thoughtful and detailed course, which wonderfully assists the learner in navigating the intricacies of negotiation basics. I would heartily recommend this course to both learned and beginning negotiators as it is a key skill to have in one's life.