Об этом курсе

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Прибл. 27 часа на выполнение


Субтитры: Английский, Арабский

Приобретаемые навыки

Game TheoryNegotiationCollaborationPrincipled Negotiation

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Прибл. 27 часа на выполнение


Субтитры: Английский, Арабский

Программа курса: что вы изучите

3 ч. на завершение

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 ((всего 58 мин.)), 9 материалов для самостоятельного изучения, 2 тестов
7 видео
What is the Pie?5мин
Airline Cost Sharing10мин
Limo Ride5мин
The Principle of the Divided Cloth (a historical context for how to divide the pie)4мин
Sea Corp11мин
The Shapley Value (solving the runway problem)15мин
9 материала для самостоятельного изучения
Course Outline10мин
Requirements and Grading10мин
Recommended Books10мин
Pre-Course Survey10мин
Looking Ahead10мин
Caution: Math Ahead10мин
Nucleolus (advanced and very much optional)10мин
2 практического упражнения
3 ч. на завершение

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 ((всего 52 мин.)), 7 материалов для самостоятельного изучения, 2 тестов
7 видео
Things Go Better with Coke6мин
Rio Tinto–BHP2мин
Start by Asking9мин
Never Say No4мин
Ultimatum Game16мин
7 материала для самостоятельного изучения
Planet–Gazette Case10мин
More Examples of Never Say No10мин
Back and Forth Bargaining10мин
Preview of Mastery Quiz10мин
2 практического упражнения
Adding a Second Buyer2мин
Mastery Quiz 1 – 228мин
5 ч. на завершение

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 ((всего 68 мин.)), 7 материалов для самостоятельного изучения, 3 тестов
21 видео
Lights, Camera, Action1мин
Zincit Numbers5мин
Pareto Optimality7мин
Using Fairness to Choose Among Existing Options2мин
I Need to Make Copies1мин
About the Videos1мин
Beating by $1 / Failed Ultimatum3мин
Going Around in Circles5мин
Alternating Removals2мин
What Have You Given Me?1мин
Don't Fight Fire with Fire4мин
Creating New Options1мин
Beets versus Broccoli3мин
50/50 Then More Pie3мин
A Really Big Pie8мин
Post-Settlements / A Deal Better than C?4мин
Slow Down and Understand the Logic45
Need to Make Both Happier45
Lawyer Fee2мин
7 материала для самостоятельного изучения
Zincit Case10мин
Negotiation Logistics (or how do I find a partner anyway?)10мин
How to Record Your Negotiation10мин
Report Your Results10мин
Unpacking Zincit10мин
Zincit FAQ10мин
Preview of Mastery Quiz10мин
2 практического упражнения
Zincit Code2мин
Mastery Quiz 322мин
5 ч. на завершение

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 ((всего 78 мин.)), 10 материалов для самостоятельного изучения, 3 тестов
31 видео
Step Zero: What Is Important to You?52
Cade's BATNA2мин
Just Say No (Simpsons)57
Good Cop, Bad Cop2мин
Great Place to Start2мин
Too Low14
Where Do I Sign?1мин
Out of Your Tree2мин
Losing Control7мин
Load of BS28
Lying Eyes17
Don't Lie2мин
Herb Cohen on the Pay Stub3мин
We Will Crush You4мин
Giving an Inch2мин
Herb Cohen on The Nibble4мин
Awkward Silence41
Put out the Fire1мин
The Boat Trip Case1мин
What Goes Wrong?2мин
Mistakes Were Made4мин
What Are Your Plans?45
White Lies?43
Ads at Cost2мин
Expanding the Pie as a First Resort5мин
Discover What They Want2мин
Contingent Deal2мин
10 материала для самостоятельного изучения
Outpsider Case: Instructions and Common Information10мин
Outpsider Case: Next Steps10мин
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10мин
Report Your Results: Cade and Helen10мин
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10мин
Report Your Results: Pat10мин
Lying Eyes: Commentary10мин
Outpsider FAQ10мин
Preview of Mastery Quiz10мин
2 практического упражнения
Outpsider Code2мин
Mastery Quiz 420мин
4 ч. на завершение

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 ((всего 100 мин.)), 8 материалов для самостоятельного изучения, 3 тестов
15 видео
Sweet Nothings13мин
Photo Op Results2
Photo Op Debrief2мин
Herb Cohen on Bachrach3мин
Herb Cohen on Hiding Mistakes1мин
Game Theory and the SAT12мин
What Does Winning Mean? A Classroom Experiment16мин
Rubinstein Bargaining14мин
Settlement Escrows3мин
Virtual Strike3мин
Texas Shoot-Out5мин
Gringotts v. Agrabah: Mediation or Arbitration6мин
Getting Informed — A Rug Story4мин
Taxi Ride3мин
8 материала для самостоятельного изучения
Photo Op Case: Instructions10мин
Photo Op Case: Confidential Information for Willcox10мин
Photo Op Case: Confidential Information for Bachrach10мин
More Advanced Rubinstein Bargaining (Optional)10мин
Preview of Mastery Quiz10мин
3 практического упражнения
Planet-Gazette-Sun: Adding a Second Buyer II6мин
Case Study: Gringotts v. Agrabah2мин
Mastery Quiz 526мин
1 ч. на завершение

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 ((всего 48 мин.)), 1 материал для самостоятельного изучения
21 видео
Men Negotiate More1мин
Listen to Noise5мин
When Women Negotiate2мин
How Women Can Become Better Negotiators1мин
Change Your Thinking58
Negotiation Gym1мин
Step Zero: What is Important to You?52
Soft in Style, Hard in Substance2мин
Activating a Joint Problem Solving Frame1мин
Justifying Your Value46
Dealing with a No1мин
Introduction (Ayana Ledford)1мин
Win-Win Patch2мин
Explain Your No3мин
Helping Kids Negotiate with Adults4мин
Joint Problem Solving2мин
Not Just Win-Win4мин
Advice for Teens: Negotiating Jobs and Dating2мин
1 материал для самостоятельного изучения
The Cost of Not Asking slides10мин
1 ч. на завершение

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 ((всего 67 мин.))
21 видео
Care, Really Care, but not THAT Much1мин
It's a Game1мин
Negotiating Style4мин
Smartest Guy in the Room?2мин
Negotiating Online4мин
Negotiating a Salary2мин
Buying a House4мин
First Offer / Last Offer2мин
Responding to Liars4мин
Aim High1мин
What Really Matters1мин
Two Watches52
The Nibble4мин
1 ч. на завершение

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 ((всего 31 мин.)), 1 материал для самостоятельного изучения
7 видео
Taking Items Off the Table5мин
Have the Champagne Ready2мин
Negotiating in Good Faith2мин
Put Your Foot Down4мин
1 материал для самостоятельного изучения
Post-Course Survey10мин
2 ч. на завершение

Acknowledgments and Further Readings

2 видео ((всего 45 мин.)), 5 материалов для самостоятельного изучения
2 видео
Lecture Version of Week 141мин
5 материала для самостоятельного изучения
Checklist of Key Negotiation Principles10мин
Exit Survey10мин
Actor Credits10мин
Thank Yous10мин
Further Readings10мин
Рецензии: 381Chevron Right


начал новую карьеру, пройдя эти курсы


получил значимые преимущества в карьере благодаря этому курсу


стал больше зарабатывать или получил повышение

Лучшие рецензии

автор: MNJun 12th 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.

автор: RCSep 8th 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.



Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

О Йельский университет

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. ...

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