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Introduction to Negotiation

A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

Barry Nalebuff

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.

In this course, you will have several opportunities to negotiate with other students using case studies based on common situations in business and in life. You can get feedback on your performance and compare what you did to how others approached the same scenario. The cases also provide a setting to discuss a wide-ranging set of topics including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics include negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.

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Syllabus

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.

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what should give you pause

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Covers negotiation principles that can be applied to both personal and professional situations

Led by Barry Nalebuff, a renowned professor and author in the field of negotiation

Provides a framework for analyzing and shaping negotiations, improving participants' persuasive abilities

Includes opportunities for interactive negotiation exercises with classmates, allowing for practical application of concepts

Focuses on uncovering underlying interests to facilitate mutually beneficial agreements

Provides a strong foundation for developing effective negotiation skills, from preparation to post-negotiation strategies

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Reviews summary

Strategic negotiation theory and practice

According to learners, this course provides a solid foundation in strategic negotiation, offering a practical framework for analyzing and shaping outcomes. Students praise the engaging teaching style of the instructor and find the case studies to be a valuable opportunity for practice and applying the concepts learned. The course covers a wide range of topics, from foundational theory to advanced scenarios and insights from guest experts, making it highly applicable to both business and life situations.

Provides robust theoretical understanding.

"While practical, the course is strongly rooted in theory, giving a deep understanding of *why* certain strategies work."

"It's not just about tactics; the course teaches you how to analyze the structure of a negotiation, which is crucial."

"Coming from a non-business background, the theoretical foundation was essential for me to grasp the concepts fully."

"I learned the underlying principles that govern negotiation dynamics, not just surface-level tips."

Covers diverse and advanced topics.

"The course covers a wide range of topics, including advanced concepts like negotiating with no power and email negotiation."

"I particularly enjoyed the modules featuring guest experts like Linda Babcock and Herb Cohen; their insights were invaluable."

"It's great how the course touches upon gender differences and other specific negotiation scenarios."

"From basic principles to advanced tactics, the course provides a comprehensive overview."

Cases offer valuable practice and application.

"The case studies, especially Zincit and Outpsider, were fantastic for applying the theory in a practical setting."

"Negotiating with peers in the case studies was the most valuable part for me. It made the learning tangible."

"The cases challenge you to think strategically and use the framework provided. Great practice."

"I wish there were more opportunities for feedback on the case negotiations, but the process itself was very useful."

Instructor is clear, insightful, and engaging.

"The instructor was excellent, very clear in his explanations and made complex ideas easy to understand."

"Professor raise is an amazing lecturer. He explains the concepts very clearly and makes the case studies come alive."

"His lectures are very engaging and insightful, drawing on real-world experience and clear examples."

"I really appreciated the professor's ability to break down difficult concepts into understandable lessons."

Provides a powerful analytical framework.

"The course provides a powerful framework for thinking about negotiation strategy. Highly recommended."

"The concept of 'The Pie' and BATNA was incredibly insightful and has completely changed how I approach negotiations."

"I found the framework for analyzing negotiations presented in the course to be extremely useful and practical."

"It gives you a solid framework to understand complex negotiation dynamics and prepare effectively."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator with these activities:

Review Negotiation Concepts from Previous Coursework or Experience

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Refresh your knowledge of essential negotiation concepts to strengthen your foundation.

Browse courses on Conflict Resolution

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Review notes or materials from previous negotiation courses or workshops.
Recall and practice basic negotiation techniques.
Discuss negotiation principles with a peer or colleague.

Read 'Getting to Yes' by Roger Fisher and William Ury

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Gain insights into the foundational principles of negotiation from a highly acclaimed book by experts in the field.

View Getting to Yes: Negotiating Agreement Without... on Amazon

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Read the book thoroughly.
Take notes and highlight key concepts.
Discuss the book's ideas with classmates or colleagues.

Attend a Negotiation Workshop or Seminar

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Enhance your negotiation skills by attending a specialized workshop or seminar led by industry experts.

Browse courses on Conflict Resolution

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Research and identify relevant negotiation workshops or seminars.
Register and attend the workshop or seminar.
Actively participate in the discussions and exercises.
Implement the strategies and techniques learned in the workshop in your own negotiations.

Five other activities

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Learn Negotiation Strategies from Real-World Cases

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Expand your understanding of negotiation principles by analyzing and discussing real-world case studies.

Browse courses on Negotiation Strategies

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Review the case study provided by the instructor.
Identify the key issues and challenges in the case.
Research and analyze the case to develop negotiation strategies.
Discuss the case with classmates in a guided tutorial session led by the instructor.

Develop a Negotiation Plan for a Real-Life Situation

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Apply the principles learned in the course to a real-life negotiation you are involved in or plan to engage in.

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Identify a specific negotiation situation you are facing.
Define your goals and objectives for the negotiation.
Research and gather information about the other party and the subject matter of the negotiation.
Develop a negotiation strategy and plan, including your opening offer, bottom line, and concessions.
Present your negotiation plan to a peer or mentor for feedback and refinement.

Negotiation Role-Playing

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Reinforce negotiation techniques by practicing role-playing different scenarios.

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Identify a negotiation scenario from the course material.
Assign roles to participants.
Prepare for the negotiation by gathering information and developing a strategy.
Role-play the negotiation, applying the principles learned in the course.
Reflect on the negotiation, identify areas for improvement, and discuss alternative approaches.

Negotiation Simulation Project

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Engage in a simulated negotiation to test and develop your skills in a realistic environment.

Browse courses on Simulation

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Form a team with classmates.
Choose a negotiation scenario and define the roles each team member will play.
Research and prepare for the negotiation.
Conduct the simulated negotiation.
Reflect on the negotiation, evaluate your performance, and identify areas for improvement.

Volunteer as a Mediator or Facilitator

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Gain practical experience in negotiation and conflict resolution by volunteering in a mediation or facilitation role.

Browse courses on Mediation

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Contact local community organizations or mediation centers to inquire about volunteer opportunities.
Receive training in mediation or facilitation techniques.
Participate in mediation or facilitation sessions under the guidance of experienced professionals.

Career center

Learners who complete Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator will develop knowledge and skills that may be useful to these careers:

Negotiator

Negotiators are experts in the art of negotiation, and they use their skills to resolve conflicts and reach agreements that benefit all parties involved. This course will help you develop the skills you need to be a successful negotiator, including the ability to identify and understand the interests of others, to develop and articulate your own interests, and to find creative solutions that meet the needs of everyone involved. If you're interested in a career as a negotiator, this course is a great place to start.

See salaries and explore the career path for Negotiator

Business Development Manager

Business development managers are responsible for identifying and developing new business opportunities for their companies. They use their negotiation skills to build relationships with potential customers and clients, and to close deals that benefit both parties. This course will help you develop the skills you need to be a successful business development manager, including the ability to identify and qualify leads, to develop and deliver effective sales presentations, and to close deals that meet the needs of your customers.

See salaries and explore the career path for Business Development Manager

Sales Manager

Sales managers are responsible for leading and motivating sales teams to achieve their goals. They use their negotiation skills to build relationships with customers and clients, to close deals, and to resolve conflicts. This course will help you develop the skills you need to be a successful sales manager, including the ability to set clear goals for your team, to motivate and inspire your team to achieve those goals, and to resolve conflicts that may arise within your team.

See salaries and explore the career path for Sales Manager

Project Manager

Project managers are responsible for planning, executing, and closing projects. They use their negotiation skills to manage relationships with stakeholders, to resolve conflicts, and to ensure that projects are completed on time and within budget. This course will help you develop the skills you need to be a successful project manager, including the ability to plan and execute projects, to manage relationships with stakeholders, and to resolve conflicts that may arise during the course of a project.

See salaries and explore the career path for Project Manager

Human Resources Manager

Human resources managers are responsible for managing the human resources function of an organization. They use their negotiation skills to resolve conflicts between employees, to negotiate contracts with unions, and to develop and implement HR policies. This course will help you develop the skills you need to be a successful human resources manager, including the ability to manage employee relations, to negotiate contracts, and to develop and implement HR policies.

See salaries and explore the career path for Human Resources Manager

Lawyer

Lawyers use their negotiation skills to represent their clients in court and to negotiate settlements. This course will help you develop the skills you need to be a successful lawyer, including the ability to research and analyze legal issues, to write and argue legal briefs, and to negotiate settlements that benefit your clients.

See salaries and explore the career path for Lawyer

Mediator

Mediators are neutral third parties who help disputing parties to reach agreements. They use their negotiation skills to facilitate communication between the parties, to help them understand each other's perspectives, and to develop creative solutions that meet the needs of everyone involved. This course will help you develop the skills you need to be a successful mediator, including the ability to facilitate communication, to help disputing parties understand each other's perspectives, and to develop creative solutions that meet the needs of everyone involved.

See salaries and explore the career path for Mediator

Arbitrator

Arbitrators are neutral third parties who make binding decisions in disputes. They use their negotiation skills to hear evidence from both parties, to weigh the evidence, and to make decisions that are fair and impartial. This course will help you develop the skills you need to be a successful arbitrator, including the ability to hear evidence, to weigh the evidence, and to make decisions that are fair and impartial.

See salaries and explore the career path for Arbitrator

Consultant

Consultants provide advice and guidance to businesses and organizations. They use their negotiation skills to help their clients solve problems, to develop strategies, and to achieve their goals. This course will help you develop the skills you need to be a successful consultant, including the ability to analyze problems, to develop solutions, and to communicate your findings to clients.

See salaries and explore the career path for Consultant

Entrepreneur

Entrepreneurs start and run their own businesses. They use their negotiation skills to raise capital, to develop partnerships, and to close deals. This course will help you develop the skills you need to be a successful entrepreneur, including the ability to identify and evaluate business opportunities, to develop business plans, and to raise capital.

See salaries and explore the career path for Entrepreneur

Politician

Politicians use their negotiation skills to build consensus, to pass legislation, and to represent the interests of their constituents. This course will help you develop the skills you need to be a successful politician, including the ability to build relationships, to communicate effectively, and to negotiate compromises.

See salaries and explore the career path for Politician

Journalist

Reporters negotiate deals with sources, hunt for leads, and create content. The course may help you think like a journalist would and convince people to share information. This course may be useful for those looking to go into journalism.

See salaries and explore the career path for Journalist

Teacher

Teachers negotiate deals with students and parents, create lesson plans, and design curriculum. The course may help you think like a teacher would and convince students to do their work. This course may be useful for those looking to go into teaching.

See salaries and explore the career path for Teacher

Social Worker

Social workers negotiate deals with clients, create treatment plans, and design programs. The course may help you think like a social worker would and convince people to change their behavior. This course may be useful for those looking to go into social work.

See salaries and explore the career path for Social Worker

Doctor

Doctors negotiate deals with patients, create treatment plans, and design surgeries. The course may help you think like a doctor would and convince patients to follow their advice. This course may be useful for those looking to go into medicine.

See salaries and explore the career path for Doctor

Featured in The Course Notes

This course is mentioned in our blog, The Course Notes. Read one article that features Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and...:

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Reading list

We've selected 19 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator.

Getting to Yes

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Classic in the field of negotiation. It provides a clear and concise framework for understanding the negotiation process and developing effective negotiation strategies.

Introduction to Negotiation

A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

Here's a deal for you

What's inside

Syllabus

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Save this course

Reviews summary

Strategic negotiation theory and practice

Activities

Career center

Featured in The Course Notes

Reading list

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