Über diesen Kurs
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Untertitel: Englisch, Arabischer Raum

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Game TheoryNegotiationCollaborationPrincipled Negotiation

100 % online

Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.

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Ca. 27 Stunden zum Abschließen


Untertitel: Englisch, Arabischer Raum

Lehrplan - Was Sie in diesem Kurs lernen werden

3 Stunden zum Abschließen

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.

7 Videos (Gesamt 58 min), 9 Lektüren, 2 Quiz
7 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
9 Lektüren
Course Outline10m
Requirements and Grading10m
Recommended Books10m
Pre-Course Survey10m
Looking Ahead10m
Caution: Math Ahead10m
Nucleolus (advanced and very much optional)10m
2 praktische Übungen
3 Stunden zum Abschließen

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.

7 Videos (Gesamt 52 min), 7 Lektüren, 2 Quiz
7 Videos
Things Go Better with Coke6m
Rio Tinto–BHP2m
Start by Asking9m
Never Say No4m
Ultimatum Game16m
7 Lektüren
Planet–Gazette Case10m
More Examples of Never Say No10m
Back and Forth Bargaining10m
Preview of Mastery Quiz10m
2 praktische Übungen
Adding a Second Buyer2m
Mastery Quiz 1 – 228m
5 Stunden zum Abschließen

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.

21 Videos (Gesamt 68 min), 7 Lektüren, 3 Quiz
21 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
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 Logic45
Need to Make Both Happier45
Lawyer Fee2m
7 Lektüren
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
2 praktische Übungen
Zincit Code2m
Mastery Quiz 322m
5 Stunden zum Abschließen

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.

31 Videos (Gesamt 78 min), 10 Lektüren, 3 Quiz
31 Videos
Step Zero: What Is Important to You?52
Cade's BATNA2m
Just Say No (Simpsons)57
Good Cop, Bad Cop2m
Great Place to Start2m
Too Low14
Where Do I Sign?1m
Out of Your Tree2m
Losing Control7m
Load of BS28
Lying Eyes17
Don't Lie2m
Herb Cohen on the Pay Stub3m
We Will Crush You4m
Giving an Inch2m
Herb Cohen on The Nibble4m
Awkward Silence41
Put out the Fire1m
The Boat Trip Case1m
What Goes Wrong?2m
Mistakes Were Made4m
What Are Your Plans?45
White Lies?43
Ads at Cost2m
Expanding the Pie as a First Resort5m
Discover What They Want2m
Contingent Deal2m
10 Lektüren
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
Lying Eyes: Commentary10m
Outpsider FAQ10m
Preview of Mastery Quiz10m
2 praktische Übungen
Outpsider Code2m
Mastery Quiz 420m
4 Stunden zum Abschließen

Advanced Topics

This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better on standardized tests. I end with some key lessons I learned from a taxi ride that went the wrong way.

15 Videos (Gesamt 100 min), 8 Lektüren, 3 Quiz
15 Videos
Sweet Nothings13m
Photo Op Results2
Photo Op Debrief2m
Herb Cohen on Bachrach3m
Herb Cohen on Hiding Mistakes1m
Game Theory and the SAT12m
What Does Winning Mean? A Classroom Experiment16m
Rubinstein Bargaining14m
Settlement Escrows3m
Virtual Strike3m
Texas Shoot-Out5m
Gringotts v. Agrabah: Mediation or Arbitration6m
Getting Informed — A Rug Story4m
Taxi Ride3m
8 Lektüren
Photo Op Case: Instructions10m
Photo Op Case: Confidential Information for Willcox10m
Photo Op Case: Confidential Information for Bachrach10m
More Advanced Rubinstein Bargaining (Optional)10m
Preview of Mastery Quiz10m
3 praktische Übungen
Planet-Gazette-Sun: Adding a Second Buyer II6m
Case Study: Gringotts v. Agrabah2m
Mastery Quiz 526m
1 Stunde zum Abschließen

Linda Babcock: Ask for It

In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor of many well-cited journal articles and two award-winning books: Women Don’t Ask and Ask for It. In a series of presentations, Linda puts some dollars and cents on the value of asking, shows you how to prepare and then how to ask. The value of this material isn’t just for women. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. As a bonus section, Ayana Ledford, the Founding Executive Director of PROGRESS at Carnegie-Mellon University, explains how they are teaching negotiation to teens as a life skill.

21 Videos (Gesamt 48 min), 1 Lektüre
21 Videos
Men Negotiate More1m
Listen to Noise5m
When Women Negotiate2m
How Women Can Become Better Negotiators1m
Change Your Thinking58
Negotiation Gym1m
Step Zero: What is Important to You?52
Soft in Style, Hard in Substance2m
Activating a Joint Problem Solving Frame1m
Justifying Your Value46
Dealing with a No1m
Introduction (Ayana Ledford)1m
Win-Win Patch2m
Explain Your No3m
Helping Kids Negotiate with Adults4m
Joint Problem Solving2m
Not Just Win-Win4m
Advice for Teens: Negotiating Jobs and Dating2m
1 Lektüre
The Cost of Not Asking slides10m
1 Stunde zum Abschließen

Herb Cohen: You Can Negotiate Anything

In this module, we are joined by Herb Cohen. Herb is a negotiation sensei, and we are fortunate to have his insights. He is the author of two classics in negotiation: You Can Negotiate Anything and Negotiate This!

21 Videos (Gesamt 67 min)
21 Videos
Care, Really Care, but not THAT Much1m
It's a Game1m
Negotiating Style4m
Smartest Guy in the Room?2m
Negotiating Online4m
Negotiating a Salary2m
Buying a House4m
First Offer / Last Offer2m
Responding to Liars4m
Aim High1m
What Really Matters1m
Two Watches52
The Nibble4m
1 Stunde zum Abschließen

John McCall MacBain: The Consummate Dealmaker

In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers and websites literally all around the world -- China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He sold the business, bought it back, took it public, and then ultimately maximized shareholder value by selling off the whole business in five pieces. He is now a philanthropist focused on education. I've known John for 35 years, ever since we were classmates at Oxford. And I had a front row seat to his dealmaking as I served on the board of his company, Trader Classified Media. His papers were all about buying and selling, but when it comes to buying and selling, there's no one better. He exemplifies principled negotiation. You are in for a special treat.

7 Videos (Gesamt 31 min), 1 Lektüre
7 Videos
Taking Items Off the Table5m
Have the Champagne Ready2m
Negotiating in Good Faith2m
Put Your Foot Down4m
1 Lektüre
Post-Course Survey10m
2 Stunden zum Abschließen

Acknowledgments and Further Readings

2 Videos (Gesamt 45 min), 5 Lektüren
2 Videos
Lecture Version of Week 141m
5 Lektüren
Checklist of Key Negotiation Principles10m
Exit Survey10m
Actor Credits10m
Thank Yous10m
Further Readings10m
381 BewertungenChevron Right


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

von 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.

von 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.



Barry Nalebuff

Milton Steinbach Professor
Yale School of Management

Über 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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