The Psychology of Negotiation: How to Find Elegant Trades
Completed by Nicole Motta
August 27, 2026
8 hours (approximately)
Nicole Motta's account is verified. Coursera certifies their successful completion of The Psychology of Negotiation: How to Find Elegant Trades
What you will learn
Module 1: The story that all recent Yale MBAs know by heart: the story of the tree. Sell your handcrafted bench to an AI buyer bot for top dollar.
Module 2: Grow the pie and get your fair share, even against "more powerful" opponents. Negotiate a higher salary vs. "Big Ed" the AI recruiter bot.
Module 3: How can salespeople protect margins and win on price: the story of the painter. Sharpen concession patterns vs. AI contractor bot.
Module 4: Handle difficult/secretive opponents. Resurrect extra value even after the deal is signed. Buy a business from the rich/lazy "Sweeny" bot.
Skills you will gain
- Category: Active Listening
- Category: Price Negotiation
- Category: Psychology
- Category: Team Collaboration
- Category: Negotiation
- Category: Persuasive Communication
- Category: Behavioral Economics
- Category: Closing (Sales)
- Category: Value Propositions
- Category: Collaboration
- Category: Conflict Management
- Category: Sales
