Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

FREE

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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Description

This course is provided in cooperation with Yale thru the Coursera Platform.

Negotiation is one of the primary skills real estate professionals need to be successful in the business. But not everyone is born with this ability. For many, it takes practice to be an accomplished negotiator, and that’s where this course shines.

This is a comprehensive offering that takes around 32 hours to complete. It’s taught by Barry Nalebuff, a top-rate instructor on Coursera, and Professor from the Yale School of Management. If taking a course from an Ivy League university has never been in the cards for you, buckle up, because it is now. Best of all, although you won’t get certified with the free version of this online real estate class, you can audit it at no charge and have access to the same great content you would get in the classroom.

The course is broken into nine segments and designed for students to complete a component a week. Themes include:

• The theory of the pie

• Negotiation caselets

• The Zincit case

• The Oupsider Case

• Advanced Topics

• Guest Speaker: Professor Linda Babcock, a world-renowned expert on negotiation

• Guest Speaker: Negotiation sensei and author Herb Cohen

• Guest Speaker: John McCall MacBain: The Consummate Dealmaker

Naturally, the topics barely reflect the amount of great content in this course, but it’s safe to say you will come out of it with a wealth of negotiation skills you never had. Former participants describe it as “a superb introduction to negotiation,” “the best Coursera course I’ve ever taken,” and “an excellent course both in content and format.”

Those adverse to math should be forewarned, though. This course relies heavily on numbers and statistics to create strategies. For those looking for an approach based more on psychological persuasion, it may be a disappointment. However, the instructor is engaging, and this unique viewpoint could be just what you need to see negotiation from a new perspective.

Cost: Free

Certificate: Yes, with a fee

Time to Complete: 32 hours

Curriculum: Introductory to Intermediate

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