What you will learn
- 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.
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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
