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

Name: Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
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Author: Yale University

课程

英语

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16 时

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来自www.coursera.org

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自定进度
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9 序列
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课程详情

教学大纲

Week 1 - Introduction / What is the Pie?
I'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...
Week 2 - Negotiation Caselets
You've got the theory. Now let's use it. I'll show how the pie framework applies to some mini cases, or caselets. The Merger Case considers how the synergy gains from a merger will be shared by the two parties. While this is still a stylized case, you'll see h...
Week 3 - Zincit Case
The Zincit case provides an opportunity to discuss a wide-ranging set of topics including how to prepare for a negotiation, making ultimatums, alternating removals, avoiding regret, expanding the pie, and dealing with someone who has a very different perspecti...
Week 4 - Outpsider Case
Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus b...
Week 5 - Advanced Topics
This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better...
Week 6 - Linda Babcock: Ask for It
In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor o...
Week 7 - 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!
Week 8 - John McCall MacBain: The Consummate Dealmaker
In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers ...
Week 9 - Acknowledgments and Further Readings

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讲师

Barry Nalebuff
Milton Steinbach Professor
Yale School of Management

编辑

For more than 300 years, Yale University has inspired the minds that inspire the world. Based in New Haven, Connecticut, Yale brings people and ideas together for positive impact around the globe. A research university that focuses on students and encourages learning as an essential way of life, Yale is a place for connection, creativity, and innovation among cultures and across disciplines.