About this Course
This course will provide help to be a greater negotiator. Not like many negotiation programs, we develop a framework for analyzing and shaping negotiations. This framework will can help you make principled arguments that persuade others. It’s going to can help you see beneath the floor of obvious conflicts to uncover the underlying pursuits. You’ll depart the course higher capable of predict, interpret, and form the conduct of these you face in aggressive conditions.
SKILLS YOU WILL GAIN
- Recreation Concept
- Negotiation
- Collaboration
- Principled Negotiation
Syllabus – What you’ll be taught from this course
3 hours to finish
Introduction / What’s the Pie?
I’ve promised that this course will provide help to be a greater, smarter, extra strategic negotiator. To do this, we start by laying a basis for negotiation, a idea of the “pie.” Over time, I’ve found even probably the most skilled negotiators are inclined to lack a framework that grounds their strategy to negotiation. Whereas some of us attempt to bully their method to a bigger share, most individuals make arguments that sound honest to them. However what sounds honest to them usually doesn’t sound honest to the opposite facet. Their standards for what’s honest could also be biased of their favor. The idea of the pie is helpful as a result of it doesn’t rely upon which facet you take. It offers ideas that can change the way in which you strategy negotiations—on this course and in life. It’s going to can help you make arguments that persuade others. That’s why I’m instructing you about it first.
3 hours to finish
Negotiation Caselets
You’ve acquired the speculation. Now let’s use it. I’ll present how the pie framework applies to some mini circumstances, or caselets. The Merger Case considers how the synergy positive aspects from a merger will likely be shared by the 2 events. Whereas that is nonetheless a stylized case, you’ll see the way it instantly applies to some very actual merger negotiations. “Begin By Asking” shares a wage negotiation executed by one in all my college students and offers an opportunity to introduce the thought of 1’s reservation worth, or BATNA. You’ll additionally be taught why it’s greatest to by no means say no. We finish the week with our first interactive train—the Ultimatum Recreation. Right here you may have a possibility to barter along with your fellow classmates and with me. You even have the primary mastery quiz for the course. I’ve tried to make it as a lot a studying alternative as it’s a check of your capacity to use the ideas introduced.
5 hours to finish
Zincit Case
The Zincit case offers a possibility to debate a wide-ranging set of matters together with learn how to put together for a negotiation, making ultimatums, alternating removals, avoiding remorse, increasing the pie, and coping with somebody who has a really completely different perspective on the world.
4 hours to finish
Outpsider Case
Our second case research is tougher. Right here every get together has some hidden data to which the opposite shouldn’t be privy. Very similar to actual life, neither get together has sufficient data to determine an answer on his or her personal. Sharing and revealing data thus turns into a vital a part of the negotiation. What ought to every get together share? What ought to they hold to themselves? This case offers a possibility to debate vital questions round revealing data, together with some negotiation techniques: who ought to make the primary provide, what the primary provide ought to appear to be, and the way you must reply to threats.
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