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Habilidades que você terá

Game TheoryNegotiationCollaborationPrincipled Negotiation

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Programa - O que você aprenderá com este curso

Semana
1
3 horas para concluir

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 vídeos ((Total 58 mín.)), 9 leituras, 2 testes
7 videos
What is the Pie?5min
Airline Cost Sharing10min
Limo Ride5min
The Principle of the Divided Cloth (a historical context for how to divide the pie)4min
Sea Corp11min
The Shapley Value (solving the runway problem)15min
9 leituras
Course Outline10min
Requirements and Grading10min
FAQ10min
Recommended Books10min
Pre-Course Survey10min
Takeaway10min
Looking Ahead10min
Caution: Math Ahead10min
Nucleolus (advanced and very much optional)10min
2 exercícios práticos
Baltimore2min
Detour2min
Semana
2
3 horas para concluir

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 vídeos ((Total 52 mín.)), 7 leituras, 2 testes
7 videos
Things Go Better with Coke6min
Rio Tinto–BHP2min
BATNA7min
Start by Asking9min
Never Say No4min
Ultimatum Game16min
7 leituras
Planet–Gazette Case10min
ZOPA10min
More Examples of Never Say No10min
Back and Forth Bargaining10min
FAQ10min
Preview of Mastery Quiz10min
Congrats10min
2 exercícios práticos
Adding a Second Buyer2min
Mastery Quiz 1 – 228min
Semana
3
5 horas para concluir

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 vídeos ((Total 68 mín.)), 7 leituras, 3 testes
21 videos
Lights, Camera, Action1min
Zincit Numbers5min
Pareto Optimality7min
Using Fairness to Choose Among Existing Options2min
I Need to Make Copies1min
About the Videos1min
Beating by $1 / Failed Ultimatum3min
Going Around in Circles5min
Alternating Removals2min
What Have You Given Me?1min
Ultimatum5min
Don't Fight Fire with Fire4min
Creating New Options1min
Beets versus Broccoli3min
50/50 Then More Pie3min
A Really Big Pie8min
Post-Settlements / A Deal Better than C?4min
Slow Down and Understand the Logic45s
Need to Make Both Happier45s
Lawyer Fee2min
7 leituras
Zincit Case10min
Negotiation Logistics (or how do I find a partner anyway?)10min
How to Record Your Negotiation10min
Report Your Results10min
Unpacking Zincit10min
Zincit FAQ10min
Preview of Mastery Quiz10min
2 exercícios práticos
Zincit Code2min
Mastery Quiz 322min
Semana
4
5 horas para concluir

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 vídeos ((Total 78 mín.)), 10 leituras, 3 testes
31 videos
Step Zero: What Is Important to You?52s
Cade's BATNA2min
Just Say No (Simpsons)57s
Anchoring8min
Good Cop, Bad Cop2min
Great Place to Start2min
Toilet19s
Too Low14s
Where Do I Sign?1min
Out of Your Tree2min
Losing Control7min
Load of BS28s
Lying Eyes17s
Don't Lie2min
Herb Cohen on the Pay Stub3min
We Will Crush You4min
Giving an Inch2min
Herb Cohen on The Nibble4min
Awkward Silence41s
Put out the Fire1min
Suits59s
The Boat Trip Case1min
What Goes Wrong?2min
Mistakes Were Made4min
What Are Your Plans?45s
White Lies?43s
Ads at Cost2min
Expanding the Pie as a First Resort5min
Discover What They Want2min
Contingent Deal2min
10 leituras
Outpsider Case: Instructions and Common Information10min
Outpsider Case: Next Steps10min
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10min
Report Your Results: Cade and Helen10min
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10min
Report Your Results: Pat10min
Commentary10min
Lying Eyes: Commentary10min
Outpsider FAQ10min
Preview of Mastery Quiz10min
2 exercícios práticos
Outpsider Code2min
Mastery Quiz 420min
Semana
5
4 horas para concluir

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 vídeos ((Total 100 mín.)), 8 leituras, 3 testes
15 videos
Sweet Nothings13min
Photo Op Results2s
Photo Op Debrief2min
Herb Cohen on Bachrach3min
Herb Cohen on Hiding Mistakes1min
Game Theory and the SAT12min
What Does Winning Mean? A Classroom Experiment16min
Rubinstein Bargaining14min
Settlement Escrows3min
Virtual Strike3min
Texas Shoot-Out5min
Gringotts v. Agrabah: Mediation or Arbitration6min
Getting Informed — A Rug Story4min
Taxi Ride3min
8 leituras
Photo Op Case: Instructions10min
Photo Op Case: Confidential Information for Willcox10min
Photo Op Case: Confidential Information for Bachrach10min
Backstory10min
Prologue10min
More Advanced Rubinstein Bargaining (Optional)10min
FAQ10min
Preview of Mastery Quiz10min
3 exercícios práticos
Planet-Gazette-Sun: Adding a Second Buyer II6min
Case Study: Gringotts v. Agrabah2min
Mastery Quiz 526min
Semana
6
1 hora para concluir

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 vídeos ((Total 48 mín.)), 1 leitura
21 videos
Men Negotiate More1min
Listen to Noise5min
When Women Negotiate2min
How Women Can Become Better Negotiators1min
Change Your Thinking58s
Negotiation Gym1min
Step Zero: What is Important to You?52s
Soft in Style, Hard in Substance2min
Activating a Joint Problem Solving Frame1min
Justifying Your Value46s
Dealing with a No1min
Lying1min
Thanks11s
Introduction (Ayana Ledford)1min
Win-Win Patch2min
Explain Your No3min
Helping Kids Negotiate with Adults4min
Joint Problem Solving2min
Not Just Win-Win4min
Advice for Teens: Negotiating Jobs and Dating2min
1 leituras
The Cost of Not Asking slides10min
Semana
7
1 hora para concluir

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 vídeos ((Total 67 mín.))
21 videos
Care, Really Care, but not THAT Much1min
It's a Game1min
Power4min
Time2min
Information6min
Deadlines3min
Negotiating Style4min
Smartest Guy in the Room?2min
Negotiating Online4min
Negotiating a Salary2min
Buying a House4min
First Offer / Last Offer2min
Embarrassment1min
Responding to Liars4min
Lowball5min
Aim High1min
What Really Matters1min
Moppo4min
Two Watches52s
The Nibble4min
Semana
8
1 hora para concluir

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 vídeos ((Total 31 mín.)), 1 leitura
7 videos
Taking Items Off the Table5min
Have the Champagne Ready2min
Negotiating in Good Faith2min
Put Your Foot Down4min
Speed7min
Thanks1min
1 leituras
Post-Course Survey10min
Semana
9
2 horas para concluir

Acknowledgments and Further Readings

...
2 vídeos ((Total 45 mín.)), 5 leituras
2 videos
Lecture Version of Week 141min
5 leituras
Checklist of Key Negotiation Principles10min
Exit Survey10min
Actor Credits10min
Thank Yous10min
Further Readings10min
4.8
381 avaliaçõesChevron Right

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

por MNJun 12th 2017

I have completed over 12 courses on Coursera and this one is the best presented of them all. You can learn a lot of un-intuitive things about negotiation that will serve you well in life and business.

por RCSep 8th 2015

A superb introduction to negotiation from game theory point of view, which itself is a fascinating subject and taught by Barry nelbuff, a brilliantly simple teacher. read his books and you'll know.

Instrutores

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Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

Sobre 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. ...

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