The Psychology of Negotiation: How to Find Elegant Trades

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The Psychology of Negotiation: How to Find Elegant Trades

Dozent: Daylian Cain

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5 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

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5 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

22 Bewertungen

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Empfohlene Erfahrung

9 Stunden zu vervollständigen

Flexibler Zeitplan

In Ihrem eigenen Lerntempo lernen

Was Sie lernen werden

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.

Kompetenzen, die Sie erwerben

Kategorie: Communication
Kategorie: Behavioral Economics
Kategorie: General Sales Practices
Kategorie: Negotiation
Kategorie: Team Collaboration
Kategorie: Closing (Sales)
Kategorie: Value Propositions
Kategorie: Psychology
Kategorie: Conflict Management
Kategorie: Active Listening
Kategorie: Strategic Thinking
Kategorie: Price Negotiation
Kategorie: Selling Techniques
Kategorie: Persuasive Communication
Kategorie: Collaboration
Kategorie: Sales

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Kürzlich aktualisiert!

April 2026

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4 Aufgaben

Unterrichtet in Englisch

Erfahren Sie, wie Mitarbeiter führender Unternehmen gefragte Kompetenzen erwerben.

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In diesem Kurs gibt es 5 Module

The first learner to complete the course ranked it in his personal top 3 out of 250+ Coursera courses he had taken over 13 years, calling it “Amazing.” Prof. Cain has since made it even stronger...

In The Psychology of Negotiation: How to Find Elegant Trades, Yale School of Management’s award-winning faculty member Dr. Daylian Cain reveals the hidden psychology behind masterful deals. You’ll learn field-tested tools—MESOs, Post-Settlement Settlements, Menus, Strategic Questions, and Contingent Contracts—while exploring Yale’s iconic “Story of the Tree” and “Theory of the Pie.” No pressure tactics or tricks. Just the real mindset and instincts of highly effective negotiators. Want powerful sales and negotiation tools delivered through easy-to-digest stories in under 10 hours? Take this course.

Build elegant trades that turn ordinary deals into true value-propositions—whether you’re closing a sale, landing a job offer, or negotiating with your toughest opponents: friends and family too.

Das ist alles enthalten

16 Videos10 Lektüren1 Aufgabe

16 VideosInsgesamt 67 Minuten

Prof. Cain's Welcome4 Minuten
Your First Lesson: The Story of the Tree10 Minuten
Watch Out for Fake Trees4 Minuten
Three Types of Issues5 Minuten
Trees in the Desert2 Minuten
Four Things to Figure Out7 Minuten
How Transparent Should You Be? 5 Minuten
Tool #1: Multiple Equivalent (Simultaneous) Offers2 Minuten
BATNA2 Minuten
ZOPA3 Minuten
Target Price3 Minuten
Who Should Go First?4 Minuten
Who Should Go First: Job Offers1 Minute
Bench-Seller Debrief3 Minuten
Bench-Case Trees?4 Minuten
The Actual Bench10 Minuten

10 LektürenInsgesamt 54 Minuten

Yale's Welcome and Intro to the Cases 2 Minuten
Bench Case (Seller) Role Sheet 5 Minuten
Enter Your “Bench Results” (to See How Others Did)3 Minuten
Notes from "Three Types of Issues"5 Minuten
(Notes on) Tool #1: MESOs10 Minuten
Tool #2: Your Ears5 Minuten
Redo the Bench-Case?2 Minuten
Bench Wrap-Up and Debrief10 Minuten
Review Notes from Module 12 Minuten
Optional: Send feedback to Prof. Cain10 Minuten

1 AufgabeInsgesamt 10 Minuten

Elegant Trades10 Minuten

Grow the pie instead of fighting over scraps. Design smart contingent contracts that turn uncertainty into bigger wins for both sides.

Das ist alles enthalten

13 Videos8 Lektüren1 Aufgabe

13 VideosInsgesamt 87 Minuten

Who is Barry and What is Apizza?5 Minuten
The Importance of a (Modern) Principled Argument5 Minuten
A Zero Sum Game? Creating Value Together4 Minuten
Pie Example: Barry’s Mom’s House8 Minuten
Concept Review: What is the (Pepe's) Pie? 5 Minuten
Expand the (Bar) Pie Before You Slice It2 Minuten
Splitting the Difference vs. Splitting the (Sally's) Pie2 Minuten
The Pie as a (Yarmouth?) Beacon3 Minuten
Tool #3: Contingent Contracts6 Minuten
BoomShrooms Reaction Intro (Don't Watch Until Finished Case)6 Minuten
BoomShrooms Reaction (Deal #1, part 1)23 Minuten
BoomShrooms Reaction (Deal #1, part 2)13 Minuten
BoomShrooms: Mike and Jesse Review Themselves6 Minuten

8 LektürenInsgesamt 62 Minuten

Hotshot Candidate: Role Sheet10 Minuten
Hot Shot Debriefing 5 Minuten
Heads Up: If You Want to Negotiate the Next “BoomShrooms” Case with a Buddy5 Minuten
(Notes on) Tool #3: Contingent Contracts/Bets5 Minuten
BoomShrooms Case (Jesse + Mike) Role Sheets20 Minuten
Tool #4: Planning Documents10 Minuten
Don’t Spill the Pie5 Minuten
Review Notes from Module 22 Minuten

1 AufgabeInsgesamt 10 Minuten

Understand the Pie10 Minuten

When the pie can’t be expanded, claim your fair share. Sharpen your walk-away power so you protect your bottom line.

Das ist alles enthalten

11 Videos4 Lektüren1 Aufgabe

11 VideosInsgesamt 44 Minuten

Win-Lose Issues: Introduction2 Minuten
Win-Lose Issues: Keys to a Happy Buyer2 Minuten
Win-Lose Issues: Where to Start4 Minuten
Going for Gold: Goal Setting8 Minuten
Going for Gold: A Note on Keeping Up with the Joneses1 Minute
Pattern Interrupt -- Before We Debrief the Case: “Patterns of Concessions”3 Minuten
The Story of the Painter: Introduction1 Minute
The Story of the Painter: Expanding the Scope5 Minuten
The Story of the Painter: Levels of Service10 Minuten
Painter Takeaways: Tool #6 – Menus3 Minuten
Painter Takeaways: The Victory Speech6 Minuten

4 LektürenInsgesamt 14 Minuten

Tree Removal Case (Homeowner) Role Sheet5 Minuten
Tree Removal Debrief5 Minuten
Tool #5: The Walk-Away2 Minuten
Review Notes from Module 32 Minuten

1 AufgabeInsgesamt 10 Minuten

Thinking Beyond Price10 Minuten

Handle adversarial negotiators without getting pushed around. Then use Post-Settlement Settlements to quietly resurrect extra value after the deal is already inked.

Das ist alles enthalten

8 Videos6 Lektüren1 Aufgabe

8 VideosInsgesamt 54 Minuten

Secretive Opponents: Introduction1 Minute
Secretive Opponents: Tool # 7 – Others Who Know4 Minuten
Secretive Opponents: Similar Others – Gym Membership3 Minuten
Secretive Opponents: Give an Example6 Minuten
Tips for Digging7 Minuten
Test for Validity: The Story of the Suit9 Minuten
Resurrecting the Deal5 Minuten
BOOMSROOMS PSS (Reaction Video)19 Minuten

6 LektürenInsgesamt 37 Minuten

When You Get Resistance to Digging...10 Minuten
Sweeny's Soirées (Buyer) Role Sheet5 Minuten
Sweeny's Debrief5 Minuten
How to Reraise a Dead Deal5 Minuten
Tool #8: PSS (Post-Settlement Settlements)10 Minuten
Review Notes for Mod 42 Minuten

1 AufgabeInsgesamt 10 Minuten

Figuring Them Out10 Minuten

Das ist alles enthalten

1 Video

Dozent

Daylian Cain

Yale University

1 Kurs8.682 Lernende

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Yale University

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Geprüft am 8. Juni 2026

An excellent course with key concepts of initiating, evolving and finishing any negotiations.

Geprüft am 30. Mai 2026

Excellent course. I do daily negotiations with suppliers and internal stakeholders and found this course extremely helpful and very engaging.

Geprüft am 3. Juni 2026

Solid design of the course. Engaging and inspiring teaching methods. Love the case study...

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