Introduction to Negotiation

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.

Try for free

Enroll to start your 7-day free trial

• Unlimited access to all courses in the Specialization

Watch lectures, try assignments, participate in discussion forums, and more.

• Cancel anytime.

No penalties - simply cancel before the trial ends if it's not right for you.

• $49 USD per month to continue learning after trial ends.

Go as fast as you can - the faster you go, the more you save.

• Certificate when you complete.

Share on your resume, LinkedIn, and CV.

Created by: Yale University  

Barry Nalebuff, Milton Steinbach Professor

Yale School of Management

To participate in this training, you can Enroll now