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Back to 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, Yale University

4.8
1,430 ratings
377 reviews

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....

Top reviews

By MN

Jun 12, 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.

By RC

Sep 08, 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.

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371 Reviews

By RICARDO ISAAC CORONEL MORILLO

Apr 17, 2019

It was a unique experience, as South American, being able to participate and negotiate with people who was taking the same course from all over the world, is something you can usually dream of. Definitly I feel the change on my way of seing negotiation and I expect to meet our professor and partners soon.

By Ebere Anyanwu

Apr 16, 2019

Enjoyable and easy to understand

By Mohamed A. Abdulrahman

Apr 03, 2019

it was a great course, it was full of information and knowledge. it helped me to be a better negotiator.

By MICHAIL KOSTOUROS

Apr 02, 2019

THE BEST COURSE

By Smital Bhalerao

Mar 31, 2019

This course is a great guide for sales people at any stage in their career. However, i feel the process of finding a negotiation partner is quite difficult. Otherwise, the case studies and the course content is fantastic.

By Raluca Mandache

Mar 31, 2019

I REALLY ENJOYED IT, DIFFERENT WAY OF PRESENTING THINGS AND VERY CATCHY IN THE SAME TIME

By Luca Venezia

Mar 31, 2019

Great !!!!!

By Camille Delouche

Mar 30, 2019

Excellent course given by an engaging instructor (at 1.5x speed) on a useful topic! Make sure to follow his recommendations and meet up with others to do the negotiations, it adds immensely to the experience and the learning.

By Diego Andre Carrillo

Mar 29, 2019

The assignments between peers weren`t really helpful. But, the content and negotiation tactic videos were extraordinary!

By Charalambos Nicolaides

Mar 17, 2019

Excellent course!