Marketing & Business /Other
Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
0
(0)
Course Preview
Normal
Speed
- x 0.25
- x 0.5
- x 0.75
- x Normal
- x 1.25
- x 1.5
- x 1.75
- x 2.0
Skills you will gain
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.
Course description
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.
Course content
Lecture 1.Introduction to the Course
4mIntroduction to the Course
Introduction to course
4m
0m
Lecture 2.What is the Pie?
5mI'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.
What is pie?
5m
Lecture 3.Airline Cost Sharing
10mAirline Cost Sharing
10m
Lecture 4.Limo Ride
5mLimo Ride
5m
Lecture 5.The Principle of the Divided Cloth
4mThe Principle of the Divided Cloth
4m
Lecture 6.Sea Corp
11mSea Corp
11m
Lecture 7.The Shapley Value
15mThe Shapley Value
15m
Lecture 8.Planet–Gazette Results and Analysis
5mPlanet–Gazette Results and Analysis
5m
Lecture 9.Things Go Better with Coke
6mThings Go Better with Coke
6m
Lecture 10.Rio Tinto–BHP
2mRio Tinto–BHP
2m
Lecture 11.Name
0mRequirements
Basic math, advanced english
Intermediate
1h 12m
English
Video lectures
Study materials
Quizzes