Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
This course will help you be a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations. This framework will allow you to make principled arguments that persuade others. It 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 a 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, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.
- This course will help you be a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations.
Meet the Instructors
Barry Nalebuff is Milton Steinbach Professor at Yale SOM where he teaches negotiation, innovation, and game theory. He is the coauthor of six books. Thinking Strategically and The Art of Strategy explain game theory. Co-opetition, looks beyond zero-sum games to emphasize the potential for cooperating while competing. Why Not? offers a framework for problem solving and ingenuity. Lifecycle Investing provides a new strategy for retirement investing. Mission in a Bottle tells the story of Honest Tea. In 1998, Barry together with his former student Seth Goldman cofounded Honest Tea, a company that sells ready-to-drink iced tea that tastes like tea. It has grown (organically) to over $100 million in sales. In 2011, Coca-Cola purchased the company. Alongside Honest Tea, Barry advised the NBA in their negotiations with the National Basketball Players Association and serves on the board of Nationwide Insurance. A graduate of MIT, Rhodes Scholar, and Junior Fellow at Harvard’s Society of Fellows, Nalebuff earned his doctorate at Oxford University. Full biography