SEMANA 1

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.

7 videos, 9 leituras, 2 testes para praticar

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

SEMANA 2

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.

7 videos, 7 leituras, 1 teste para praticar

Reading: Planet–Gazette Case
Practice Quiz: Adding a Second Buyer
Vídeo: Things Go Better with Coke
Vídeo: Rio Tinto–BHP
Vídeo: BATNA
Vídeo: Start by Asking
Reading: ZOPA
Discussion Prompt: Negotiating With Others
Vídeo: Never Say No
Reading: More Examples of Never Say No
Vídeo: Ultimatum Game
Reading: Back and Forth Bargaining
Reading: FAQ
Reading: Preview of Mastery Quiz
Reading: Congrats

Nota atribuída: Mastery Quiz 1 – 2

SEMANA 3

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.

21 videos, 7 leituras

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

Nota atribuída: Zincit Code

Nota atribuída: Zincit Negotiation

Nota atribuída: Mastery Quiz 3

SEMANA 4

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.

31 videos, 10 leituras

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

Nota atribuída: Outpsider Code

Nota atribuída: Mastery Quiz 4

SEMANA 5

Advanced Topics

This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better on standardized tests. I end with some key lessons I learned from a taxi ride that went the wrong way.

15 videos, 8 leituras, 2 testes para praticar

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

Nota atribuída: Mastery Quiz 5

SEMANA 6

Linda Babcock: Ask for It

In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor of many well-cited journal articles and two award-winning books: Women Don’t Ask and Ask for It. In a series of presentations, Linda puts some dollars and cents on the value of asking, shows you how to prepare and then how to ask. The value of this material isn’t just for women. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. As a bonus section, Ayana Ledford, the Founding Executive Director of PROGRESS at Carnegie-Mellon University, explains how they are teaching negotiation to teens as a life skill.

21 videos, 1 leituras

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

SEMANA 7

Herb Cohen: You Can Negotiate Anything

In this module, we are joined by Herb Cohen. Herb is a negotiation sensei, and we are fortunate to have his insights. He is the author of two classics in negotiation: You Can Negotiate Anything and Negotiate This!

21 videos

Vídeo: Care, Really Care, but not THAT Much
Vídeo: It's a Game
Vídeo: Power
Vídeo: Time
Vídeo: Information
Vídeo: Deadlines
Vídeo: Negotiating Style
Vídeo: Smartest Guy in the Room?
Vídeo: Negotiating Online
Vídeo: Negotiating a Salary
Vídeo: Buying a House
Vídeo: First Offer / Last Offer
Vídeo: Embarrassment
Vídeo: Responding to Liars
Vídeo: Lowball
Vídeo: Aim High
Vídeo: What Really Matters
Vídeo: Moppo
Vídeo: Two Watches
Vídeo: The Nibble

SEMANA 8

John McCall MacBain: The Consummate Dealmaker

In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers and websites literally all around the world -- China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He sold the business, bought it back, took it public, and then ultimately maximized shareholder value by selling off the whole business in five pieces. He is now a philanthropist focused on education. I've known John for 35 years, ever since we were classmates at Oxford. And I had a front row seat to his dealmaking as I served on the board of his company, Trader Classified Media. His papers were all about buying and selling, but when it comes to buying and selling, there's no one better. He exemplifies principled negotiation. You are in for a special treat.

7 videos, 1 leituras

Vídeo: Taking Items Off the Table
Vídeo: Have the Champagne Ready
Vídeo: Negotiating in Good Faith
Vídeo: Put Your Foot Down
Vídeo: Speed
Vídeo: Thanks
Reading: Post-Course Survey

SEMANA 9

Acknowledgments and Further Readings

2 videos, 5 leituras

Reading: Checklist of Key Negotiation Principles
Reading: Exit Survey
Reading: Actor Credits
Reading: Thank Yous
Reading: Further Readings
Vídeo: Lecture Version of Week 1

Idioma	English
Como ser aprovado	Seja aprovado em todas as tarefas para concluir o curso.
Classificação do usuário	4.8 estrelas Classificação média do usuário 4.8Veja o que os aprendizes disseram

Introdução à negociação: um livro de estratégias para se tornar um negociador persuasivo e com princípios

Introdução à negociação: um livro de estratégias para se tornar um negociador persuasivo e com princípios