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.
Advanced topics such as negotiating without power, email negotiations, and gender differences in negotiation are explored.
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.
Get certificate
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
|
FAQs
- The course begins by introducing the “theory of the pie”—a foundational framework that simplifies negotiations into a fair-value mindset rather than a zero-sum struggle.
- Early modules use mini caselets, like salary or merger scenarios, to let you apply concepts right away—even as a novice.
- Interactive exercises such as the Ultimatum Game allow practice with peers, making learning immersive rather than theoretical.
- Guest lectures (Linda Babcock, Herb Cohen, John McCall MacBain) bring negotiation to life—making insights more relatable for beginners.
- You’ll explore Merger Caselets, where you analyze how value (the “pie”) is shared, illustrating collaboration vs. competition.
- Salary negotiation scenarios help you understand BATNA (Best Alternative to a Negotiated Agreement) and how to navigate ultimatums.
- The Zincit Case delves deep into preparation, expanding possibilities, avoiding regret, and managing differing perspectives.
- The Outsider Case focuses on hidden information, first offers, response strategies, and whether to share or withhold information.
- Yes—the central pie framework helps you identify value and frame negotiations more objectively.
- Concepts like BATNA, ultimatums, and expanding the pie equip you with strategic tools rather than tricks.
- Guest speakers offer insights on negotiation psychology (e.g. gender dynamics) and storytelling frameworks for asking powerfully.
- You learn to predict, interpret, and shape behavior through principled arguments—not manipulation.
- Coursera indicates a schedule of 3 weeks at 10 hours per week for completion—with 9 modules in total.
- The experience stays flexible, allowing learners to proceed at a slower or faster pace as needed.
- With a high completion rate—97% learner satisfaction—you can expect content to be engaging and manageable.
- Student reviews highlight its strong pacing and real-world relevance, making efficient use of time.
- You’ll engage with videos, readings, interactive cases, and quizzes—balanced for both depth and accessibility.
- CourseEye calls it a must-do for anyone wanting a comprehensive framework, not just tactics, for negotiation.
- Real-world simulations and interactive components make the experience practical, engaging, and confidence-building.
- Learners appreciate the blend of theory, application, and expert insights, describing it as a “game changer.”
- Stats suggest a meaningful impact: 26% reported career benefits, and 17% saw pay increases or promotions thanks to the course.
Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
