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From the course by Yale University

Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

1148 оценки

Yale University

Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

1148 оценки

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.

From the lesson

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!

Two Watches0:52

Meet the Instructors

Barry Nalebuff
Milton Steinbach Professor
Yale School of Management

Now there's a story about you that I thought would be relevant to this case.

Which is, when you were in elementary school I'm told that you had collected

funds for a classmate who was viewed as,

I think you viewed him as departed even though he was only on vacation.

>> Yes.

>> And then at some point the principal finds out about this.

And threatens you with some severe punishment.

And you somehow manage to get out of it.

>> Yes.

>> How did you do that?

>> Well this is the famous Moppo story which has even

appeared in the New Yorker magazine.

>> Okay. >> And my cohort in that was Larry King.

>> Mm-hm.

>> And what really happened was on the way to school some kid kept

coming up to us and saying, hey you guys are in the know.

What happened to this kid Gilbert?

And we said, we don't know.

He kept coming back.

We don't know.

And I have this rule, if I tell you the truth two times,

the third time I'm gonna tell you what'll satisfy you.

So I said to him, through the side of my mouth,

Moppo, which is his nickname, Moppo's dead.

The kid ran back to school and got there before us.

And we were in a homeroom class and

by the time we got there, everyone was talking about it.

What should we do? Cuz he was so young, he was 14.

>> Tragic.

>> So we thought it would be nice to collect money.

So we collected money.

And not only from our class, we collected from others.

So we had a lot of money and we went down to Nathan's,

place has hotdogs, and we gorged ourself on that food.

And then the principal found out about it.

He didn't know we spent the money, but

he thought it was a very admirable thing that we had done.

And the New York Times was

under pressure cuz they never wrote anything about Brooklyn.

This occurred in Bensonhurst Brooklyn.

>> Before Brooklyn was cool.

>> Yeah, in other words, they did all their coverage in Manhattan, and

Brooklyn was some sort of outer place.

And so they sent a reporter down to cover the story and there was a big assembly.

And the we were sitting up on a stage and

I remember being panicked, we were being honored.

There was a sign behind us that read, We live in deeds not years.

And I just wanted to get this over with.

The principal's speaking and suddenly this guy Moppo, who

the principal called up and found out the phone was disconnected, arrives.

And the assembly was before school started, and

he had to get in through the back doors.

He hit the doors and the door swung open.

And I panicked, I got up and said, Go home Moppo, you're dead.

And the whole assembly started laughing cuz they knew the scam.

And then the principal took us to his office and threatened.

And people claim that was my first [LAUGH] big negotiation.

I said look, we screwed up but we're kids.

How would this look for you?

I mean, you didn't even check this out, you made one call.

Maybe we can work this out without us going to penitentiary or

anything like that.

And ultimately it was worked out, he got rid of us, we went on to high school.

And so that story has stayed with me all these years.

It's not the most ethical behavior I've exhibited.

>> You were younger.

>> Young and foolish.

>> Young and foolish.

So, to me, the key lesson of that story is this notion of being allocentric.

Of truly understanding the position of the principal.

And thinking about that from understanding that that's why it

really wasn't his interest to elevate this and get more publicity about it.

>> Yes, yes.

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