Introduction to Negotiation A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
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.
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Syllabus
Syllabus - What you will learn from this course
Week 1
Introduction / What is the Pie?
Week 2
Negotiation Caselets
Week 3
Zincit Case
Week 4
Outpsider Case
Week 5
Advanced Topics
Week 6
Linda Babcock: Ask for It
Week 7
Herb Cohen: You Can Negotiate Anything
Week 8
John McCall MacBain: The Consummate Dealmaker
Week 9
Acknowledgments and Further Readings
FAQ
When will I have access to the lectures and assignments?
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:
What will I get if I purchase the Certificate?
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.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.
Reviews
The instructor Barry was awesome. He was articulate, shared industry experience with interactive videos, class room videos and guest speakers. I liked the hands-on real life approach of the course.
Dr Nalebuff made the course interesting and fun. I learned a lot about negotiation. I thought it was awesome he brought in other experts to share their stories and even hosted two live webinars.
Super course. Rather than a course, it seems a guideline of how to create powerful synergies to maximize the outcomes of challenging situations. I highly recommend it. Thank you professor.
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.
