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The Psychology of Negotiation: How to Find Elegant Trades · LearnSpace
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The Psychology of Negotiation: How to Find Elegant Trades

Курс от Yale University
Начальный≈ 9.2 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

The first learner to complete the course ranked it in his personal top 3 out of 250+ Coursera courses he had taken over 13 years, calling it “Amazing.” Prof. Cain has since made it even stronger... In The Psychology of Negotiation: How to Find Elegant Trades, Yale School of Management’s award-winning faculty member Dr. Daylian Cain reveals the hidden psychology behind masterful deals. You’ll learn field-tested tools—MESOs, Post-Settlement Settlements, Menus, Strategic Questions, and Contingent Contracts—while exploring Yale’s iconic “Story of the Tree” and “Theory of the Pie.” No pressure tactics or tricks. Just the real mindset and instincts of highly effective negotiators. Want powerful sales and negotiation tools delivered through easy-to-digest stories in under 10 hours? Take this course.

Навыки, которые вы освоите

NegotiationValue PropositionsPrice NegotiationClosing (Sales)CommunicationBehavioral EconomicsActive ListeningSalesConflict ManagementCollaborationPsychologyTeam CollaborationPersuasive CommunicationStrategic Thinking

Программа курса

5 модулей · 87 учебных материалов

01Elegant Trades29 материалов
Prof. Cain's WelcomeВидеоYale's Welcome and Intro to the Cases ЧтениеYour First Lesson: The Story of the TreeВидеоWatch Out for Fake TreesВидео

Учитесь у экспертов

Daylian Cain

Преподаватель курса

The Psychology of Negotiation: How to Find Elegant Trades
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≈ 9.2 ч

5 модулей

Язык: Английский

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Bench Case (Seller) Role Sheet Чтение
Bench Role PlayDIALOGUE
Enter Your “Bench Results” (to See How Others Did)Чтение
Three Types of IssuesВидео
Notes from "Three Types of Issues"Чтение
Trees in the DesertВидео
Four Things to Figure OutВидео
How Transparent Should You Be? Видео
Tool #1: Multiple Equivalent (Simultaneous) OffersВидео
(Notes on) Tool #1: MESOsЧтение
BATNAВидео
ZOPAВидео
Target PriceВидео
Who Should Go First?Видео
Who Should Go First: Job OffersВидео
Tool #2: Your EarsЧтение
Redo the Bench-Case?Чтение
Return of the Bench Role PlayDIALOGUE
Bench-Seller DebriefВидео
Bench-Case Trees?Видео
The Actual BenchВидео
Bench Wrap-Up and DebriefЧтение
Review Notes from Module 1Чтение
Elegant TradesЗадание
Optional: Send feedback to Prof. CainЧтение
02 Understand the Pie23 материалов
Who is Barry and What is Apizza?ВидеоThe Importance of a (Modern) Principled ArgumentВидеоA Zero Sum Game? Creating Value TogetherВидеоPie Example: Barry’s Mom’s HouseВидео Concept Review: What is the (Pepe's) Pie? ВидеоHotshot Candidate: Role SheetЧтениеBig Ed Recruiter (Job Case) Role PlayDIALOGUEHot Shot Debriefing ЧтениеHeads Up: If You Want to Negotiate the Next “BoomShrooms” Case with a BuddyЧтениеExpand the (Bar) Pie Before You Slice ItВидеоSplitting the Difference vs. Splitting the (Sally's) PieВидеоThe Pie as a (Yarmouth?) BeaconВидеоTool #3: Contingent ContractsВидео(Notes on) Tool #3: Contingent Contracts/BetsЧтениеBoomShrooms Case (Jesse + Mike) Role SheetsЧтениеTool #4: Planning DocumentsЧтениеBoomShrooms Reaction Intro (Don't Watch Until Finished Case)ВидеоBoomShrooms Reaction (Deal #1, part 1)ВидеоBoomShrooms Reaction (Deal #1, part 2)ВидеоBoomShrooms: Mike and Jesse Review ThemselvesВидеоDon’t Spill the PieЧтениеReview Notes from Module 2Чтение Understand the PieЗадание
03Thinking About Price (And Beyond)17 материалов
Win-Lose Issues: IntroductionВидеоWin-Lose Issues: Keys to a Happy BuyerВидеоWin-Lose Issues: Where to StartВидеоGoing for Gold: Goal SettingВидеоGoing for Gold: A Note on Keeping Up with the JonesesВидеоTree Removal Case (Homeowner) Role SheetЧтениеTrini Tree Removal Role PlayDIALOGUEPattern Interrupt -- Before We Debrief the Case: “Patterns of Concessions”ВидеоTree Removal DebriefЧтениеTool #5: The Walk-AwayЧтениеThe Story of the Painter: IntroductionВидеоThe Story of the Painter: Expanding the ScopeВидеоThe Story of the Painter: Levels of ServiceВидеоPainter Takeaways: Tool #6 – MenusВидеоPainter Takeaways: The Victory SpeechВидеоReview Notes from Module 3ЧтениеThinking Beyond PriceЗадание
04Figuring Them Out16 материалов
Secretive Opponents: IntroductionВидеоSecretive Opponents: Tool # 7 – Others Who KnowВидеоSecretive Opponents: Similar Others – Gym MembershipВидеоSecretive Opponents: Give an ExampleВидеоTips for DiggingВидеоWhen You Get Resistance to Digging...ЧтениеTest for Validity: The Story of the SuitВидеоSweeny's Soirées (Buyer) Role SheetЧтениеSweeny Soirées Role PlayDIALOGUESweeny's DebriefЧтениеResurrecting the DealВидеоHow to Reraise a Dead DealЧтениеTool #8: PSS (Post-Settlement Settlements)ЧтениеBOOMSROOMS PSS (Reaction Video)ВидеоReview Notes for Mod 4ЧтениеFiguring Them OutЗадание
05Congratulations!2 материалов
Congratulations! (And: Picture of the Actual Tree)ВидеоWhat's Next?Чтение