Acerca de este Curso
4.8
1,255 calificaciones
335 revisiones
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Horas para completar

Aprox. 26 horas para completar

Sugerido: 5 hours/week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English), Árabe (Arabic)...

Habilidades que obtendrás

Game TheoryNegotiationCollaborationPrincipled Negotiation
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Horas para completar

Aprox. 26 horas para completar

Sugerido: 5 hours/week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English), Árabe (Arabic)...

Programa - Qué aprenderás en este curso

Semana
1
Horas para completar
3 horas para completar

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. ...
Reading
7 videos (Total: 58 min), 9 readings, 2 quizzes
Video7 videos
What is the Pie?5m
Airline Cost Sharing10m
Limo Ride5m
The Principle of the Divided Cloth (a historical context for how to divide the pie)4m
Sea Corp11m
The Shapley Value (solving the runway problem)15m
Reading9 lecturas
Course Outline10m
Requirements and Grading10m
FAQ10m
Recommended Books10m
Pre-Course Survey10m
Takeaway10m
Looking Ahead10m
Caution: Math Ahead10m
Nucleolus (advanced and very much optional)10m
Quiz2 ejercicios de práctica
Baltimore2m
Detour2m
Semana
2
Horas para completar
3 horas para completar

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....
Reading
7 videos (Total: 52 min), 7 readings, 2 quizzes
Video7 videos
Things Go Better with Coke6m
Rio Tinto–BHP2m
BATNA7m
Start by Asking9m
Never Say No4m
Ultimatum Game16m
Reading7 lecturas
Planet–Gazette Case10m
ZOPA10m
More Examples of Never Say No10m
Back and Forth Bargaining10m
FAQ10m
Preview of Mastery Quiz10m
Congrats10m
Quiz2 ejercicios de práctica
Adding a Second Buyer2m
Mastery Quiz 1 – 228m
Semana
3
Horas para completar
5 horas para completar

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....
Reading
21 videos (Total: 68 min), 7 readings, 3 quizzes
Video21 videos
Lights, Camera, Action1m
Zincit Numbers5m
Pareto Optimality7m
Using Fairness to Choose Among Existing Options2m
I Need to Make Copies1m
About the Videos1m
Beating by $1 / Failed Ultimatum3m
Going Around in Circles5m
Alternating Removals2m
What Have You Given Me?1m
Ultimatum5m
Don't Fight Fire with Fire4m
Creating New Options1m
Beets versus Broccoli3m
50/50 Then More Pie3m
A Really Big Pie8m
Post-Settlements / A Deal Better than C?4m
Slow Down and Understand the Logicm
Need to Make Both Happierm
Lawyer Fee2m
Reading7 lecturas
Zincit Case10m
Negotiation Logistics (or how do I find a partner anyway?)10m
How to Record Your Negotiation10m
Report Your Results10m
Unpacking Zincit10m
Zincit FAQ10m
Preview of Mastery Quiz10m
Quiz2 ejercicios de práctica
Zincit Code2m
Mastery Quiz 322m
Semana
4
Horas para completar
5 horas para completar

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....
Reading
31 videos (Total: 78 min), 10 readings, 3 quizzes
Video31 videos
Step Zero: What Is Important to You?m
Cade's BATNA2m
Just Say No (Simpsons)m
Anchoring8m
Good Cop, Bad Cop2m
Great Place to Start2m
Toiletm
Too Lowm
Where Do I Sign?1m
Out of Your Tree2m
Losing Control7m
Load of BSm
Lying Eyesm
Don't Lie2m
Herb Cohen on the Pay Stub3m
We Will Crush You4m
Giving an Inch2m
Herb Cohen on The Nibble4m
Awkward Silencem
Put out the Fire1m
Suitsm
The Boat Trip Case1m
What Goes Wrong?2m
Mistakes Were Made4m
What Are Your Plans?m
White Lies?m
Ads at Cost2m
Expanding the Pie as a First Resort5m
Discover What They Want2m
Contingent Deal2m
Reading10 lecturas
Outpsider Case: Instructions and Common Information10m
Outpsider Case: Next Steps10m
Outpsider Case: Confidential Information for Cade and Helen (Sellers)10m
Report Your Results: Cade and Helen10m
Outpsider Case: Confidential Information for Pat Bennett (Buyer)10m
Report Your Results: Pat10m
Commentary10m
Lying Eyes: Commentary10m
Outpsider FAQ10m
Preview of Mastery Quiz10m
Quiz2 ejercicios de práctica
Outpsider Code2m
Mastery Quiz 420m
4.8
335 revisionesChevron Right
Dirección de la carrera

12%

comenzó una nueva carrera después de completar estos cursos
Beneficio de la carrera

83%

consiguió un beneficio tangible en su carrera profesional gracias a este curso
Promoción de la carrera

24%

consiguió un aumento de sueldo o ascenso

Principales revisiones

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.

Instructores

Avatar

Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

Acerca de Yale University

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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