Об этом курсе: 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.
Автор: Yale University
Преподаватели: Barry Nalebuff, Milton Steinbach Professor
Yale School of Management
| Язык | Английский, Субтитры: Арабский |
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Программа курса
НЕДЕЛЯ 1
Introduction / What is the Pie?
I've promised that this course will help you be a better, smarter, more strategic negotiator. To do that, we begin by laying a foundation for negotiation, a theory of the “pie.” Over the years, I’ve discovered even the most experienced negotiators tend to lack a framework that grounds their approach to negotiation. While some folks try to bully their way to a larger share, most people make arguments that sound fair to them. But what sounds fair to them often doesn’t sound fair to the other side. Their criteria for what's fair may be biased in their favor. The theory of the pie is useful because it doesn’t depend on which side you are taking. It provides principles that will change the way you approach negotiations—in this course and in life. It will allow you to make arguments that persuade others. That’s why I am teaching you about it first.
7 видео, 9 материала для самостоятельного изучения, 2 тренировочных теста
- Reading: Course Outline
- Reading: Requirements and Grading
- Reading: FAQ
- Reading: Recommended Books
- Reading: Pre-Course Survey
- Видео: What is the Pie?
- Reading: Takeaway
- Видео: Airline Cost Sharing
- Practice Quiz: Baltimore
- Видео: Limo Ride
- Видео: The Principle of the Divided Cloth (a historical context for how to divide the pie)
- Видео: Sea Corp
- Reading: Looking Ahead
- Reading: Caution: Math Ahead
- Видео: The Shapley Value (solving the runway problem)
- Practice Quiz: Detour
- Reading: Nucleolus (advanced and very much optional)
НЕДЕЛЯ 2
Negotiation Caselets
You've got the theory. Now let's use it. I'll show how the pie framework applies to some mini cases, or caselets. The Merger Case considers how the synergy gains from a merger will be shared by the two parties. While this is still a stylized case, you'll see how it directly applies to some very real merger negotiations. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. You'll also learn why it's best to never say no. We end the week with our first interactive exercise—the Ultimatum Game. Here you have an opportunity to negotiate with your fellow classmates and with me. You also have the first mastery quiz for the course. I've tried to make it as much a learning opportunity as it is a test of your ability to apply the concepts presented.
7 видео, 7 материала для самостоятельного изучения, 1 тренировочный тест
- Reading: Planet–Gazette Case
- Practice Quiz: Adding a Second Buyer
- Видео: Things Go Better with Coke
- Видео: Rio Tinto–BHP
- Видео: BATNA
- Видео: Start by Asking
- Reading: ZOPA
- Discussion Prompt: Negotiating With Others
- Видео: Never Say No
- Reading: More Examples of Never Say No
- Видео: Ultimatum Game
- Reading: Back and Forth Bargaining
- Reading: FAQ
- Reading: Preview of Mastery Quiz
- Reading: Congrats
Оцениваемый: Mastery Quiz 1 – 2
НЕДЕЛЯ 3
Zincit Case
The Zincit case provides an opportunity to discuss a wide-ranging set of topics including how to prepare for a negotiation, making ultimatums, alternating removals, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world.
21 видео, 7 материала для самостоятельного изучения
- Reading: Zincit Case
- Reading: Negotiation Logistics (or how do I find a partner anyway?)
- Видео: Lights, Camera, Action
- Reading: How to Record Your Negotiation
- Reading: Report Your Results
- Reading: Unpacking Zincit
- Видео: Zincit Numbers
- Видео: Pareto Optimality
- Видео: Using Fairness to Choose Among Existing Options
- Видео: I Need to Make Copies
- Видео: About the Videos
- Видео: Beating by $1 / Failed Ultimatum
- Видео: Going Around in Circles
- Видео: Alternating Removals
- Видео: What Have You Given Me?
- Видео: Ultimatum
- Видео: Don't Fight Fire with Fire
- Видео: Creating New Options
- Видео: Beets versus Broccoli
- Видео: 50/50 Then More Pie
- Видео: A Really Big Pie
- Видео: Post-Settlements / A Deal Better than C?
- Видео: Slow Down and Understand the Logic
- Видео: Need to Make Both Happier
- Видео: Lawyer Fee
- Reading: Zincit FAQ
- Reading: Preview of Mastery Quiz
Оцениваемый: Zincit Code
Оцениваемый: Zincit Negotiation
Оцениваемый: Mastery Quiz 3
НЕДЕЛЯ 4
Outpsider Case
Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats.
31 видео, 10 материала для самостоятельного изучения
- Видео: Step Zero: What Is Important to You?
- Reading: Outpsider Case: Instructions and Common Information
- Reading: Outpsider Case: Next Steps
- Reading: Outpsider Case: Confidential Information for Cade and Helen (Sellers)
- Reading: Report Your Results: Cade and Helen
- Reading: Outpsider Case: Confidential Information for Pat Bennett (Buyer)
- Reading: Report Your Results: Pat
- Peer Review: Outpsider Negotiation (Optional)
- Видео: Cade's BATNA
- Видео: Just Say No (Simpsons)
- Видео: Anchoring
- Видео: Good Cop, Bad Cop
- Видео: Great Place to Start
- Reading: Commentary
- Видео: Toilet
- Видео: Too Low
- Видео: Where Do I Sign?
- Видео: Out of Your Tree
- Видео: Losing Control
- Видео: Load of BS
- Видео: Lying Eyes
- Reading: Lying Eyes: Commentary
- Видео: Don't Lie
- Видео: Herb Cohen on the Pay Stub
- Видео: We Will Crush You
- Видео: Giving an Inch
- Видео: Herb Cohen on The Nibble
- Видео: Awkward Silence
- Видео: Put out the Fire
- Видео: Suits
- Видео: The Boat Trip Case
- Видео: What Goes Wrong?
- Видео: Mistakes Were Made
- Видео: What Are Your Plans?
- Видео: White Lies?
- Видео: Ads at Cost
- Видео: Expanding the Pie as a First Resort
- Видео: Discover What They Want
- Видео: Contingent Deal
- Reading: Outpsider FAQ
- Reading: Preview of Mastery Quiz
Оцениваемый: Outpsider Code
Оцениваемый: Mastery Quiz 4
НЕДЕЛЯ 5
Advanced Topics
This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better on standardized tests. I end with some key lessons I learned from a taxi ride that went the wrong way.
15 видео, 8 материала для самостоятельного изучения, 2 тренировочных теста
- Видео: Sweet Nothings
- Practice Quiz: Planet-Gazette-Sun: Adding a Second Buyer II
- Reading: Photo Op Case: Instructions
- Reading: Photo Op Case: Confidential Information for Willcox
- Reading: Photo Op Case: Confidential Information for Bachrach
- Видео: Photo Op Results
- Reading: Backstory
- Видео: Photo Op Debrief
- Видео: Herb Cohen on Bachrach
- Видео: Herb Cohen on Hiding Mistakes
- Видео: Game Theory and the SAT
- Видео: What Does Winning Mean? A Classroom Experiment
- Reading: Prologue
- Видео: Rubinstein Bargaining
- Reading: More Advanced Rubinstein Bargaining (Optional)
- Видео: Settlement Escrows
- Видео: Virtual Strike
- Видео: Texas Shoot-Out
- Practice Quiz: Case Study: Gringotts v. Agrabah
- Видео: Gringotts v. Agrabah: Mediation or Arbitration
- Видео: Getting Informed — A Rug Story
- Видео: Taxi Ride
- Reading: FAQ
- Reading: Preview of Mastery Quiz
Оцениваемый: Mastery Quiz 5
НЕДЕЛЯ 6
Linda Babcock: Ask for It
In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor of many well-cited journal articles and two award-winning books: Women Don’t Ask and Ask for It. In a series of presentations, Linda puts some dollars and cents on the value of asking, shows you how to prepare and then how to ask. The value of this material isn’t just for women. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. As a bonus section, Ayana Ledford, the Founding Executive Director of PROGRESS at Carnegie-Mellon University, explains how they are teaching negotiation to teens as a life skill.
21 видео, 1 материал для самостоятельного изучения
- Видео: Men Negotiate More
- Видео: Listen to Noise
- Видео: When Women Negotiate
- Видео: How Women Can Become Better Negotiators
- Видео: Change Your Thinking
- Видео: Negotiation Gym
- Reading: The Cost of Not Asking slides
- Видео: Step Zero: What is Important to You?
- Видео: Soft in Style, Hard in Substance
- Видео: Activating a Joint Problem Solving Frame
- Видео: Justifying Your Value
- Видео: Dealing with a No
- Видео: Lying
- Видео: Thanks
- Видео: Introduction (Ayana Ledford)
- Видео: Win-Win Patch
- Видео: Explain Your No
- Видео: Helping Kids Negotiate with Adults
- Видео: Joint Problem Solving
- Видео: Not Just Win-Win
- Видео: Advice for Teens: Negotiating Jobs and Dating
НЕДЕЛЯ 7
Herb Cohen: You Can Negotiate Anything
In this module, we are joined by Herb Cohen. Herb is a negotiation sensei, and we are fortunate to have his insights. He is the author of two classics in negotiation: You Can Negotiate Anything and Negotiate This!
21 видео
- Видео: Care, Really Care, but not THAT Much
- Видео: It's a Game
- Видео: Power
- Видео: Time
- Видео: Information
- Видео: Deadlines
- Видео: Negotiating Style
- Видео: Smartest Guy in the Room?
- Видео: Negotiating Online
- Видео: Negotiating a Salary
- Видео: Buying a House
- Видео: First Offer / Last Offer
- Видео: Embarrassment
- Видео: Responding to Liars
- Видео: Lowball
- Видео: Aim High
- Видео: What Really Matters
- Видео: Moppo
- Видео: Two Watches
- Видео: The Nibble
НЕДЕЛЯ 8
John McCall MacBain: The Consummate Dealmaker
In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers and websites literally all around the world -- China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He sold the business, bought it back, took it public, and then ultimately maximized shareholder value by selling off the whole business in five pieces. He is now a philanthropist focused on education. I've known John for 35 years, ever since we were classmates at Oxford. And I had a front row seat to his dealmaking as I served on the board of his company, Trader Classified Media. His papers were all about buying and selling, but when it comes to buying and selling, there's no one better. He exemplifies principled negotiation. You are in for a special treat.
7 видео, 1 материал для самостоятельного изучения
- Видео: Taking Items Off the Table
- Видео: Have the Champagne Ready
- Видео: Negotiating in Good Faith
- Видео: Put Your Foot Down
- Видео: Speed
- Видео: Thanks
- Reading: Post-Course Survey
НЕДЕЛЯ 9
Acknowledgments and Further Readings
2 видео, 5 материала для самостоятельного изучения
- Reading: Checklist of Key Negotiation Principles
- Reading: Exit Survey
- Reading: Actor Credits
- Reading: Thank Yous
- Reading: Further Readings
- Видео: Lecture Version of Week 1
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Авторы
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.
Рейтинги и отзывы
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.
It really pays to find a partner to practice! It's easily the best part of the learning experience.
Extremely, helpfull, Thankyou
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Best course I have ever taken on coursera, by far and large. Animations, great case studies, supplemental material, a great teacher, you name it