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

Approx. 31 hours to complete

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Course Summary

Negotiation is an essential skill that can be applied in various aspects of life. In this course, you will learn the principles of negotiation and how to apply them in different scenarios to achieve win-win outcomes.

Key Learning Points

Understand the principles of negotiation and how to apply them in various contexts
Learn how to prepare for negotiations and set achievable goals
Develop effective communication and negotiation techniques to achieve win-win outcomes

Learning Outcomes

Develop effective negotiation skills and techniques
Understand the principles of conflict resolution
Achieve win-win outcomes in various scenarios

Prerequisites or good to have knowledge before taking this course

No prior knowledge or experience required
Access to a computer and internet connection

Course Difficulty Level

Beginner

Course Format

Self-paced
Online
Video lectures
Assignments and quizzes

Similar Courses

Successful Negotiation: Essential Strategies and Skills
Negotiation, Mediation and Conflict Resolution

Related Education Paths

Notable People in This Field

William Ury
Roger Fisher

Related Books

Description

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.

Outline

Introduction / What is the Pie?
Introduction to the Course
What is the Pie?
Airline Cost Sharing
Limo Ride
The Principle of the Divided Cloth (a historical context for how to divide the pie)
Sea Corp
The Shapley Value (solving the runway problem)
Course Outline
Requirements and Grading
FAQ
Recommended Books
Pre-Course Survey
Takeaway
Study Groups
Looking Ahead
Caution: Math Ahead
Nucleolus (advanced and very much optional)
Baltimore
Detour

Negotiation Caselets
Planet–Gazette Results and Analysis
Things Go Better with Coke
Rio Tinto–BHP
BATNA
Start by Asking
Never Say No
Ultimatum Game
Planet–Gazette Case
ZOPA
More Examples of Never Say No
Back and Forth Bargaining
FAQ
Preview of Mastery Quiz
Congrats
Adding a Second Buyer
Mastery Quiz 1 – 2

Zincit Case
Stop! In the Name of Learning
Lights, Camera, Action
Zincit Numbers
Pareto Optimality
Using Fairness to Choose Among Existing Options
I Need to Make Copies
About the Videos
Beating by $1 / Failed Ultimatum
Going Around in Circles
Alternating Removals
What Have You Given Me?
Ultimatum
Don't Fight Fire with Fire
Creating New Options
Beets versus Broccoli
50/50 Then More Pie
A Really Big Pie
Post-Settlements / A Deal Better than C?
Slow Down and Understand the Logic
Need to Make Both Happier
Lawyer Fee
Zinc-It Case
Negotiation Logistics (or how do I find a partner anyway?)
How to Record Your Negotiation
Report Your Results
Unpacking Zincit
Zincit FAQ
Preview of Mastery Quiz
Zincit Code
Mastery Quiz 3

Outpsider Case
How to Prepare: The Dog Bite
Step Zero: What Is Important to You?
Cade's BATNA
Just Say No (Simpsons)
Anchoring
Good Cop, Bad Cop
Great Place to Start
Toilet
Too Low
Where Do I Sign?
Out of Your Tree
Losing Control
Load of BS
Lying Eyes
Don't Lie
Herb Cohen on the Pay Stub
We Will Crush You
Giving an Inch
Herb Cohen on The Nibble
Awkward Silence
Put out the Fire
Suits
The Boat Trip Case
What Goes Wrong?
Mistakes Were Made
What Are Your Plans?
White Lies?
Ads at Cost
Expanding the Pie as a First Resort
Discover What They Want
Contingent Deal
Outpsider Case: Instructions and Common Information
Outpsider Case: Next Steps
Outpsider Case: Confidential Information for Cade and Helen (Sellers)
Report Your Results: Cade and Helen
Outpsider Case: Confidential Information for Pat Bennett (Buyer)
Report Your Results: Pat
Commentary
Lying Eyes: Commentary
Outpsider FAQ
Preview of Mastery Quiz
Outpsider Code
Mastery Quiz 4

Advanced Topics
The Card Game
Sweet Nothings
Photo Op Results
Photo Op Debrief
Herb Cohen on Bachrach
Herb Cohen on Hiding Mistakes
Game Theory and the SAT
What Does Winning Mean? A Classroom Experiment
Rubinstein Bargaining
Settlement Escrows
Virtual Strike
Texas Shoot-Out
Gringotts v. Agrabah: Mediation or Arbitration
Getting Informed — A Rug Story
Taxi Ride
Photo Op Case: Instructions
Photo Op Case: Confidential Information for Willcox
Photo Op Case: Confidential Information for Bachrach
Backstory
Prologue
More Advanced Rubinstein Bargaining (Optional)
FAQ
Preview of Mastery Quiz
Planet-Gazette-Sun: Adding a Second Buyer II
Case Study: Gringotts v. Agrabah
Mastery Quiz 5

Linda Babcock: Ask for It
The Value of Negotiating
Men Negotiate More
Listen to Noise
When Women Negotiate
How Women Can Become Better Negotiators
Change Your Thinking
Negotiation Gym
Step Zero: What is Important to You?
Soft in Style, Hard in Substance
Activating a Joint Problem Solving Frame
Justifying Your Value
Dealing with a No
Lying
Thanks
Introduction (Ayana Ledford)
Win-Win Patch
Explain Your No
Helping Kids Negotiate with Adults
Joint Problem Solving
Not Just Win-Win
Advice for Teens: Negotiating Jobs and Dating
The Cost of Not Asking slides

Herb Cohen: You Can Negotiate Anything
Everything is Negotiable (almost)
Care, Really Care, but not THAT Much
It's a Game
Power
Time
Information
Deadlines
Negotiating Style
Smartest Guy in the Room?
Negotiating Online
Negotiating a Salary
Buying a House
First Offer / Last Offer
Embarrassment
Responding to Liars
Lowball
Aim High
What Really Matters
Moppo
Two Watches
The Nibble

John McCall MacBain: The Consummate Dealmaker
Listening
Taking Items Off the Table
Have the Champagne Ready
Negotiating in Good Faith
Put Your Foot Down
Speed
Thanks
Post-Course Survey

Acknowledgments and Further Readings
Zoom webinar on April 11, 2020
Zoom webinar on Job Negotiation on April 20, 2020
The Ground Rules
Maker Oats
Ask with a Reason, Part I
Ask with a Reason, Part II
An Unfair Split
Lecture Version of "What is the Pie?"
Lecture Version of Week 1
Checklist of Key Negotiation Principles
Exit Survey
Actor Credits
Thank Yous
Further Readings
Slides from webinar on April 11, 2020

Summary of User Reviews

Discover the art of negotiation with Coursera’s Negotiation course. Learn different negotiation strategies and techniques from experienced professionals to improve your negotiation skills. Students have praised the course for its practical approach and real-world examples.