About this Course

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Learner Career Outcomes

18%

started a new career after completing these courses

26%

got a tangible career benefit from this course

17%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 28 hours to complete
English
Subtitles: English, Vietnamese, Arabic

Skills you will gain

Game TheoryNegotiationCollaborationPrincipled Negotiation

Learner Career Outcomes

18%

started a new career after completing these courses

26%

got a tangible career benefit from this course

17%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 28 hours to complete
English
Subtitles: English, Vietnamese, Arabic

Offered by

Yale University logo

Yale University

Syllabus - What you will learn from this course

Content RatingThumbs Up97%(36,321 ratings)Info
Week
1

Week 1

2 hours to complete

Introduction / What is the Pie?

2 hours to complete
7 videos (Total 58 min), 10 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
10 readings
Course Outline10m
Requirements and Grading10m
FAQ10m
Recommended Books10m
Pre-Course Survey10m
Takeaway10m
Study Groups5m
Looking Ahead1m
Caution: Math Ahead1m
Nucleolus (advanced and very much optional)10m
2 practice exercises
Baltimore2m
Detour2m
Week
2

Week 2

2 hours to complete

Negotiation Caselets

2 hours to complete
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
ZOPA2m
More Examples of Never Say No10m
Back and Forth Bargaining1m
FAQ10m
Preview of Mastery Quiz10m
Congrats1m
2 practice exercises
Adding a Second Buyer2m
Mastery Quiz 1 – 228m
Week
3

Week 3

5 hours to complete

Zincit Case

5 hours to complete
21 videos (Total 69 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 Removals3m
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
Zinc-It Case10m
Negotiation Logistics (or how do I find a partner anyway?)10m
How to Record Your Negotiation10m
Report Your Results10m
Unpacking Zincit2m
Zincit FAQ10m
Preview of Mastery Quiz10m
2 practice exercises
Zincit Code2m
Mastery Quiz 322m
Week
4

Week 4

5 hours to complete

Outpsider Case

5 hours to complete
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 Steps1m
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10m
Report Your Results: Cade and Helen3m
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10m
Report Your Results: Pat10m
Commentary1m
Lying Eyes: Commentary2m
Outpsider FAQ10m
Preview of Mastery Quiz10m
2 practice exercises
Outpsider Code2m
Mastery Quiz 420m

Reviews

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Frequently Asked Questions

  • Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:

    • The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
    • The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
  • 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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  • Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You’ll be prompted to complete an application and will be notified if you are approved. Learn more.

  • This Course doesn't carry university credit, but some universities may choose to accept Course Certificates for credit. Check with your institution to learn more. Online Degrees and Mastertrack™ Certificates on Coursera provide the opportunity to earn university credit.

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