Negotiation 101: A Strategic Guide to Persuasion
Master principled negotiation: Learn strategies for persuasive, ethical deal-making in business and life.
Master principled negotiation: Learn strategies for persuasive, ethical deal-making in business and life.
This course, taught by Yale professor Barry Nalebuff, provides a comprehensive framework for analyzing and shaping negotiations. It covers key concepts in negotiation theory, game theory, and behavioral economics to help learners become more principled and persuasive negotiators. The course includes interactive case studies, allowing students to practice negotiation skills with peers. Topics include preparing for negotiations, making and responding to offers, revealing information strategically, expanding the negotiation "pie," and dealing with different negotiation styles. Advanced topics cover negotiating without power, online negotiations, and gender differences in negotiation. The course features insights from negotiation experts and aims to develop skills applicable in both business and personal contexts.
4.8
(4,955 ratings)
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English
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What you'll learn
Develop a framework for analyzing and shaping negotiations
Apply game theory concepts to negotiation scenarios
Prepare effectively for negotiations using strategic planning
Make principled arguments that persuade others
Identify and leverage underlying interests in negotiations
Expand the negotiation "pie" to create value for all parties
Skills you'll gain
This course includes:
30 Hours PreRecorded video
11 quizzes
Access on Mobile, Tablet, Desktop
FullTime access
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There are 9 modules in this course
This course offers a comprehensive introduction to negotiation strategies and techniques, emphasizing principled and persuasive approaches. Over nine modules, students explore key concepts in negotiation theory, game theory, and behavioral economics. The curriculum includes interactive case studies, allowing learners to practice negotiation skills with peers. Topics covered range from basic negotiation frameworks to advanced subjects like negotiating without power, online negotiations, and gender differences in negotiation. Throughout the course, Professor Nalebuff emphasizes developing a strategic mindset for negotiations, understanding underlying interests, and creating value in deals. The course also features insights from negotiation experts Linda Babcock, Herb Cohen, and John McCall MacBain, providing diverse perspectives on negotiation tactics and strategies.
Introduction / What is the Pie?
Module 1 · 3 Hours to complete
Negotiation Caselets
Module 2 · 2 Hours to complete
Zincit Case
Module 3 · 5 Hours to complete
Outpsider Case
Module 4 · 5 Hours to complete
Advanced Topics
Module 5 · 4 Hours to complete
Linda Babcock: Ask for It
Module 6 · 1 Hours to complete
Herb Cohen: You Can Negotiate Anything
Module 7 · 1 Hours to complete
John McCall MacBain: The Consummate Dealmaker
Module 8 · 1 Hours to complete
Acknowledgments and Further Readings
Module 9 · 10 Hours to complete
Fee Structure
Payment options
Financial Aid
Instructor
Milton Steinbach Professor
Barry Nalebuff is the Milton Steinbach Professor at Yale SOM, teaching negotiation, innovation, and game theory. He coauthored six books, including *Thinking Strategically*, *The Art of Strategy*, *Co-opetition*, *Why Not?*, *Lifecycle Investing*, and *Mission in a Bottle*. In 1998, he co-founded Honest Tea with Seth Goldman, which grew to over $100 million in sales before being acquired by Coca-Cola in 2011. Nalebuff has advised the NBA, serves on the board of Nationwide Insurance, and holds degrees from MIT, Oxford, and was a Rhodes Scholar and Junior Fellow at Harvard’s Society of Fellows.
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4.8 course rating
4,955 ratings
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