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.
oferecido por
Introdução à negociação: um livro de estratégias para se tornar um negociador persuasivo e com princípios
Universidade YaleInformações sobre o curso
Resultados de carreira do aprendiz
25%
32%
11%
Habilidades que você terá
- Game Theory
- Negotiation
- Collaboration
- Principled Negotiation
Resultados de carreira do aprendiz
25%
32%
11%
oferecido por

Universidade Yale
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.
Programa - O que você aprenderá com este curso
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 a framework that grounds their approach to negotiation. While some folks try to bully their way to a larger share, most people make arguments that sound fair to them. But what sounds fair to them often doesn’t sound fair to the other side. Their criteria for what's fair may be biased in their favor. The theory of the pie is useful because it doesn’t depend on which side you are taking. It provides principles that will change the way you approach negotiations—in this course and in life. It will allow you to make arguments that persuade others. That’s why I am teaching you about it first.
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 how it directly applies to some very real merger negotiations. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. You'll also learn why it's best to never say no. We end the week with our first interactive exercise—the Ultimatum Game. Here you have an opportunity to negotiate with your fellow classmates and with me. You also have the first mastery quiz for the course. I've tried to make it as much a learning opportunity as it is a test of your ability to apply the concepts presented.
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 perspective on the world.
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 becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats.
Avaliações
- 5 stars90,16%
- 4 stars7,65%
- 3 stars0,88%
- 2 stars0,51%
- 1 star0,78%
Principais avaliações do INTRODUÇÃO À NEGOCIAÇÃO: UM LIVRO DE ESTRATÉGIAS PARA SE TORNAR UM NEGOCIADOR PERSUASIVO E COM PRINCÍPIOS
Super course. Rather than a course, it seems a guideline of how to create powerful synergies to maximize the outcomes of challenging situations. I highly recommend it. Thank you professor.
Professor Nalebuff does an excellent job of keeping the student engaged through his own examples of negotiations as well as guest speakers. I've learned so much from the Intro course to use at work.
Great course .. being an Indian Negotiation is very natural to me. It starts with street vendors in India. I would like you to upload more case studies industry based .. I loved the way you teach ...
A chance to learn a great deal about the theory of negotiation alongside the chance to put this into practice through negotiating with peers. Challenging material, but pitched at a fair level.
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