What you will learn in Introduction to Negotiation Course
- This course provides a comprehensive framework for analyzing and shaping negotiations, emphasizing principled arguments to persuade others.
- Learners will gain insights into uncovering underlying interests in conflicts and predicting, interpreting, and influencing behaviors in competitive situations.
- The program includes practical case studies, allowing participants to negotiate with peers and receive feedback on their performance.
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Advanced topics such as negotiating without power, email negotiations, and gender differences in negotiation are explored.
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Insights from negotiation experts like Linda Babcock, Herb Cohen, and John McCall MacBain enhance the learning experience.
Program Overview
Introduction / What is the Pie?
⏱️3 hours
- Understand the foundational theory of the “pie” in negotiations.
- Learn to make principled arguments that are persuasive and fair.
- Explore historical contexts and case studies to apply the pie theory.
Negotiation Caselets
⏱️4 hours
- Engage in practical negotiation scenarios with peers.
- Receive feedback and compare approaches to similar negotiation situations.
- Develop skills in preparing for negotiations and making strategic decisions.
Power and Negotiation
⏱️3 hours
- Learn strategies for negotiating when lacking power.
- Understand the dynamics of power in negotiation contexts.
- Explore techniques to level the playing field in asymmetric negotiations.
Advanced Negotiation Topics
⏱️4 hours
- Delve into complex negotiation scenarios, including cross-cultural negotiations.
- Understand the role of ethics and trust in negotiations.
- Explore the impact of psychological factors on negotiation outcomes.
Expert Insights and Course Wrap-Up
⏱️2 hours
- Gain perspectives from renowned negotiation experts.
- Review key concepts and frameworks covered in the course.
- Prepare to apply learned strategies in real-world negotiation situations.
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Job Outlook
- Negotiation skills are highly valued across various industries, including business, law, healthcare, and diplomacy.
- Professionals with strong negotiation abilities can pursue roles such as Sales Manager, Contract Negotiator, Diplomat, and Legal Consultant.
- Effective negotiation contributes to better organizational outcomes, leading to increased demand for skilled negotiators.
- This course enhances one’s ability to navigate complex negotiations, improving career advancement opportunities.
- Employers seek candidates who can manage conflicts, build relationships, and achieve favorable agreements.
- The certification from Yale University adds credibility and recognition in the professional field.
- Mastery of negotiation strategies can lead to higher earning potential and leadership roles within organizations.
Specification: Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
