Login / Register
This course, understanding negotiation will allow you to make principled arguments that persuade others.
Join Other Email Learners
Follow the guide on landing page
About this Course
This course will assist you in understanding negotiation better and being a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations.
Understanding negotiation 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.
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 understanding 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, understanding negotiating over email, and the role of gender differences in negotiation.
Skills You Will Gain
- Game Theory
- Principled Negotiation
Syllabus – What you will learn from this course
- WEEK 1
Introduction / What is the Pie?
7 videos (Total 58 min), 10 readings, 2 quizzes
- WEEK 2
Negotiation Caselets in Understanding Negotiation
7 videos (Total 52 min), 7 readings, 2 quizzes
- WEEK 3
Understanding Negotiation: Zincit Case
21 videos (Total 68 min), 7 readings, 3 quizzes
- WEEK 4
31 videos (Total 78 min), 10 readings, 3 quizzes
- WEEK 5
15 videos (Total 100 min), 8 readings, 3 quizzes
- WEEK 6
Linda Babcock: Ask for It
21 videos (Total 48 min), 1 reading
- WEEK 7
Herb Cohen: You Can Negotiate Anything
21 videos (Total 67 min)
- WEEK 8
John McCall MacBain: The Consummate Dealmaker
7 videos (Total 31 min), 1 reading
- WEEK 9
9 hours to complete
Acknowledgments and Further Readings