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Sous-titres : Anglais, Arabe

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Game TheoryNegotiationCollaborationPrincipled Negotiation

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.

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Approx. 27 heures pour terminer


Sous-titres : Anglais, Arabe

Programme du cours : ce que vous apprendrez dans ce cours

3 heures pour terminer

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 (Total 58 min), 9 lectures, 2 quiz
7 vidéos
What is the Pie?5 min
Airline Cost Sharing10 min
Limo Ride5 min
The Principle of the Divided Cloth (a historical context for how to divide the pie)4 min
Sea Corp11 min
The Shapley Value (solving the runway problem)15 min
9 lectures
Course Outline10 min
Requirements and Grading10 min
FAQ10 min
Recommended Books10 min
Pre-Course Survey10 min
Takeaway10 min
Looking Ahead10 min
Caution: Math Ahead10 min
Nucleolus (advanced and very much optional)10 min
2 exercices pour s'entraîner
Baltimore2 min
Detour2 min
3 heures pour terminer

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 (Total 52 min), 7 lectures, 2 quiz
7 vidéos
Things Go Better with Coke6 min
Rio Tinto–BHP2 min
BATNA7 min
Start by Asking9 min
Never Say No4 min
Ultimatum Game16 min
7 lectures
Planet–Gazette Case10 min
ZOPA10 min
More Examples of Never Say No10 min
Back and Forth Bargaining10 min
FAQ10 min
Preview of Mastery Quiz10 min
Congrats10 min
2 exercices pour s'entraîner
Adding a Second Buyer2 min
Mastery Quiz 1 – 228 min
5 heures pour terminer

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 (Total 68 min), 7 lectures, 3 quiz
21 vidéos
Lights, Camera, Action1 min
Zincit Numbers5 min
Pareto Optimality7 min
Using Fairness to Choose Among Existing Options2 min
I Need to Make Copies1 min
About the Videos1 min
Beating by $1 / Failed Ultimatum3 min
Going Around in Circles5 min
Alternating Removals2 min
What Have You Given Me?1 min
Ultimatum5 min
Don't Fight Fire with Fire4 min
Creating New Options1 min
Beets versus Broccoli3 min
50/50 Then More Pie3 min
A Really Big Pie8 min
Post-Settlements / A Deal Better than C?4 min
Slow Down and Understand the Logic45s
Need to Make Both Happier45s
Lawyer Fee2 min
7 lectures
Zincit Case10 min
Negotiation Logistics (or how do I find a partner anyway?)10 min
How to Record Your Negotiation10 min
Report Your Results10 min
Unpacking Zincit10 min
Zincit FAQ10 min
Preview of Mastery Quiz10 min
2 exercices pour s'entraîner
Zincit Code2 min
Mastery Quiz 322 min
5 heures pour terminer

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 (Total 78 min), 10 lectures, 3 quiz
31 vidéos
Step Zero: What Is Important to You?52s
Cade's BATNA2 min
Just Say No (Simpsons)57s
Anchoring8 min
Good Cop, Bad Cop2 min
Great Place to Start2 min
Too Low14s
Where Do I Sign?1 min
Out of Your Tree2 min
Losing Control7 min
Load of BS28s
Lying Eyes17s
Don't Lie2 min
Herb Cohen on the Pay Stub3 min
We Will Crush You4 min
Giving an Inch2 min
Herb Cohen on The Nibble4 min
Awkward Silence41s
Put out the Fire1 min
The Boat Trip Case1 min
What Goes Wrong?2 min
Mistakes Were Made4 min
What Are Your Plans?45s
White Lies?43s
Ads at Cost2 min
Expanding the Pie as a First Resort5 min
Discover What They Want2 min
Contingent Deal2 min
10 lectures
Outpsider Case: Instructions and Common Information10 min
Outpsider Case: Next Steps10 min
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10 min
Report Your Results: Cade and Helen10 min
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10 min
Report Your Results: Pat10 min
Commentary10 min
Lying Eyes: Commentary10 min
Outpsider FAQ10 min
Preview of Mastery Quiz10 min
2 exercices pour s'entraîner
Outpsider Code2 min
Mastery Quiz 420 min
4 heures pour terminer

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 (Total 100 min), 8 lectures, 3 quiz
15 vidéos
Sweet Nothings13 min
Photo Op Results2s
Photo Op Debrief2 min
Herb Cohen on Bachrach3 min
Herb Cohen on Hiding Mistakes1 min
Game Theory and the SAT12 min
What Does Winning Mean? A Classroom Experiment16 min
Rubinstein Bargaining14 min
Settlement Escrows3 min
Virtual Strike3 min
Texas Shoot-Out5 min
Gringotts v. Agrabah: Mediation or Arbitration6 min
Getting Informed — A Rug Story4 min
Taxi Ride3 min
8 lectures
Photo Op Case: Instructions10 min
Photo Op Case: Confidential Information for Willcox10 min
Photo Op Case: Confidential Information for Bachrach10 min
Backstory10 min
Prologue10 min
More Advanced Rubinstein Bargaining (Optional)10 min
FAQ10 min
Preview of Mastery Quiz10 min
3 exercices pour s'entraîner
Planet-Gazette-Sun: Adding a Second Buyer II6 min
Case Study: Gringotts v. Agrabah2 min
Mastery Quiz 526 min
1 heure pour terminer

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 (Total 48 min), 1 lecture
21 vidéos
Men Negotiate More1 min
Listen to Noise5 min
When Women Negotiate2 min
How Women Can Become Better Negotiators1 min
Change Your Thinking58s
Negotiation Gym1 min
Step Zero: What is Important to You?52s
Soft in Style, Hard in Substance2 min
Activating a Joint Problem Solving Frame1 min
Justifying Your Value46s
Dealing with a No1 min
Lying1 min
Introduction (Ayana Ledford)1 min
Win-Win Patch2 min
Explain Your No3 min
Helping Kids Negotiate with Adults4 min
Joint Problem Solving2 min
Not Just Win-Win4 min
Advice for Teens: Negotiating Jobs and Dating2 min
1 lecture
The Cost of Not Asking slides10 min
1 heure pour terminer

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 (Total 67 min)
21 vidéos
Care, Really Care, but not THAT Much1 min
It's a Game1 min
Power4 min
Time2 min
Information6 min
Deadlines3 min
Negotiating Style4 min
Smartest Guy in the Room?2 min
Negotiating Online4 min
Negotiating a Salary2 min
Buying a House4 min
First Offer / Last Offer2 min
Embarrassment1 min
Responding to Liars4 min
Lowball5 min
Aim High1 min
What Really Matters1 min
Moppo4 min
Two Watches52s
The Nibble4 min
1 heure pour terminer

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 (Total 31 min), 1 lecture
7 vidéos
Taking Items Off the Table5 min
Have the Champagne Ready2 min
Negotiating in Good Faith2 min
Put Your Foot Down4 min
Speed7 min
Thanks1 min
1 lecture
Post-Course Survey10 min
2 heures pour terminer

Acknowledgments and Further Readings

2 vidéos (Total 45 min), 5 lectures
2 vidéos
Lecture Version of Week 141 min
5 lectures
Checklist of Key Negotiation Principles10 min
Exit Survey10 min
Actor Credits10 min
Thank Yous10 min
Further Readings10 min
381 avisChevron Right


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

par 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.

par 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.



Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

À propos de Université Yale

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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