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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
1,282 ratings
342 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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336 Reviews

By MARIIA BUDAZHAPOVA

Dec 17, 2018

I greatly enjoyed this course. First one to finish on the Coursera and huge success! All the recommended readings and extra assignments were fun and interesting, and helped to get a taste of what negotiations are about. Thank you!

By Ruchir Jajoo

Dec 14, 2018

Very systematic and simplified explanation of reatively complex problem solutions. Loved the occasional humor. Highly recommended.

By Arthur Ouyang

Dec 06, 2018

It is really an incredible class, and I enjoyed so much! After taking the course, I improved a lot in the art of negotiating or language delivering.

By Dimitrios Athanasiadis

Dec 04, 2018

Extremely Useful in every day discussions. Loved it!

By Hannah Vanquaille

Dec 03, 2018

Excellent course when you want to gain both theoretical insights and practical tips related to negotiating. The course is made very fun by the many videos and the practice negotiations with other people you meet through this course are very insightful.

By Anshuman Sharma

Dec 02, 2018

Awesome Course on Negotiation.

By Rafael Oliveira

Nov 16, 2018

Best course I have ever taken on coursera, by far and large. Animations, great case studies, supplemental material, a great teacher, you name it

By Jim Marascio

Nov 12, 2018

Highly recommend. The course exceeded my expectations in every way. The content and presentation are excellent. How I approach negotiations going forward will be very different.

By Yuanbo Liu

Nov 04, 2018

It really pays to find a partner to practice! It's easily the best part of the learning experience.

By saed Elahi

Oct 29, 2018

Extremely, helpfull, Thankyou