About this Course
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Flexible deadlines

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Approx. 27 hours to complete

English

Subtitles: English, Arabic

Skills you will gain

Game TheoryNegotiationCollaborationPrincipled Negotiation

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 27 hours to complete

English

Subtitles: English, Arabic

Syllabus - What you will learn from this course

Week
1
3 hours to complete

Introduction / What is the Pie?

7 videos (Total 58 min), 9 readings, 2 quizzes
7 videos
What is the Pie?5m
Airline Cost Sharing10m
Limo Ride5m
The Principle of the Divided Cloth (a historical context for how to divide the pie)4m
Sea Corp11m
The Shapley Value (solving the runway problem)15m
9 readings
Course Outline10m
Requirements and Grading10m
FAQ10m
Recommended Books10m
Pre-Course Survey10m
Takeaway10m
Looking Ahead10m
Caution: Math Ahead10m
Nucleolus (advanced and very much optional)10m
2 practice exercises
Baltimore2m
Detour2m
Week
2
3 hours to complete

Negotiation Caselets

7 videos (Total 52 min), 7 readings, 2 quizzes
7 videos
Things Go Better with Coke6m
Rio Tinto–BHP2m
BATNA7m
Start by Asking9m
Never Say No4m
Ultimatum Game16m
7 readings
Planet–Gazette Case10m
ZOPA10m
More Examples of Never Say No10m
Back and Forth Bargaining10m
FAQ10m
Preview of Mastery Quiz10m
Congrats10m
2 practice exercises
Adding a Second Buyer2m
Mastery Quiz 1 – 228m
Week
3
5 hours to complete

Zincit Case

21 videos (Total 68 min), 7 readings, 3 quizzes
21 videos
Lights, Camera, Action1m
Zincit Numbers5m
Pareto Optimality7m
Using Fairness to Choose Among Existing Options2m
I Need to Make Copies1m
About the Videos1m
Beating by $1 / Failed Ultimatum3m
Going Around in Circles5m
Alternating Removals2m
What Have You Given Me?1m
Ultimatum5m
Don't Fight Fire with Fire4m
Creating New Options1m
Beets versus Broccoli3m
50/50 Then More Pie3m
A Really Big Pie8m
Post-Settlements / A Deal Better than C?4m
Slow Down and Understand the Logic45s
Need to Make Both Happier45s
Lawyer Fee2m
7 readings
Zincit Case10m
Negotiation Logistics (or how do I find a partner anyway?)10m
How to Record Your Negotiation10m
Report Your Results10m
Unpacking Zincit10m
Zincit FAQ10m
Preview of Mastery Quiz10m
2 practice exercises
Zincit Code2m
Mastery Quiz 322m
Week
4
5 hours to complete

Outpsider Case

31 videos (Total 78 min), 10 readings, 3 quizzes
31 videos
Step Zero: What Is Important to You?52s
Cade's BATNA2m
Just Say No (Simpsons)57s
Anchoring8m
Good Cop, Bad Cop2m
Great Place to Start2m
Toilet19s
Too Low14s
Where Do I Sign?1m
Out of Your Tree2m
Losing Control7m
Load of BS28s
Lying Eyes17s
Don't Lie2m
Herb Cohen on the Pay Stub3m
We Will Crush You4m
Giving an Inch2m
Herb Cohen on The Nibble4m
Awkward Silence41s
Put out the Fire1m
Suits59s
The Boat Trip Case1m
What Goes Wrong?2m
Mistakes Were Made4m
What Are Your Plans?45s
White Lies?43s
Ads at Cost2m
Expanding the Pie as a First Resort5m
Discover What They Want2m
Contingent Deal2m
10 readings
Outpsider Case: Instructions and Common Information10m
Outpsider Case: Next Steps10m
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10m
Report Your Results: Cade and Helen10m
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10m
Report Your Results: Pat10m
Commentary10m
Lying Eyes: Commentary10m
Outpsider FAQ10m
Preview of Mastery Quiz10m
2 practice exercises
Outpsider Code2m
Mastery Quiz 420m
4.8
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Top reviews from Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

By 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.

By 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.

Instructor

Avatar

Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

About Yale University

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. ...

Frequently Asked Questions

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  • When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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