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

Go to Course: https://www.coursera.org/learn/negotiation

Introduction

### Course Review: Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator In today's fast-paced world, the ability to negotiate effectively is an essential skill, whether in personal life, business, or international diplomacy. Coursera's course, **"Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator,"** offers a comprehensive framework to build this critical skill. Developed by experts in the field, this course goes beyond traditional negotiation tactics, providing students with a strategic approach to understanding and shaping negotiations, making it a must-enroll for anyone looking to enhance their negotiating prowess. #### Overview The course is structured to walk students through foundational theories and practical applications of negotiation, underpinned by the “pie” concept, which refers to the allocation of resources in negotiations. What sets this course apart is its emphasis on understanding both sides of the negotiation table — recognizing that fairness can be subjective and biased. By implementing a systematic framework, learners can approach negotiations with a clear strategy rather than haphazardly reacting to situations. #### Course Content and Syllabus Highlights 1. **Introduction / What is the Pie?** Here, the course kicks off by discussing the essential foundations of negotiation. The “pie” concept is central to understanding negotiation dynamics, teaching students how to look beyond their interests to find a middle ground. 2. **Negotiation Caselets** This segment introduces mini cases that allow students to apply what they’ve learned in real-world scenarios. Notably, the **Merger Case** and **Salary Negotiation** offer valuable insights into the complexities of sharing benefits and understanding reservation values. 3. **Zincit and Outsider Cases** Delving deeper into negotiation contexts, these case studies reveal the importance of preparation, information sharing, and addressing hidden agendas. Such real-time simulations enable students to experience the challenges they might face in actual negotiations, enhancing their problem-solving skills. 4. **Advanced Topics** Addressing power dynamics and unique scenarios like email negotiations, this module broadens your understanding of negotiation contexts, providing tactical insights that are relevant across numerous disciplines. 5. **Guest Lectures** This course features notable guest speakers such as **Linda Babcock** and **Herb Cohen**, ensuring a rich learning experience. Babcock’s insights on gender differences in negotiation are particularly valuable, as they challenge and broaden traditional negotiating tactics. The module with **John McCall MacBain** allows students to learn from real-world deal-making experiences. #### Interactivity and Engagement One of the standout features of this course is its interactive exercises. The **Ultimatum Game** invites students to negotiate with peers, creating an engaging environment that mirrors real-life negotiation scenarios and promotes collaborative learning. #### Why You Should Enroll - **Practical Framework**: The course equips you with a reliable framework for negotiation that transcends contexts, making it applicable in various life situations. - **Expert Insights**: Learning from industry experts and case studies enables a deeper appreciation of negotiation complexities and best practices. - **Skill Development**: Whether you're negotiating your salary, closing business deals, or mediating conflicts, the strategies cultivated in this course will prepare you for success. - **Accessibility**: As an online course through Coursera, it offers flexibility to learn at your own pace, accommodating even the busiest schedules. ### Final Recommendation If you're looking to enhance your negotiating skills and approach conflicts with a strategic mindset, I highly recommend **"Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator."** The course’s blend of theoretical groundwork, practical applications, and expert guidance offers an invaluable opportunity for learners at all levels. Enrolling in this course can significantly impact your professional and personal life, refining you not just as a negotiator, but as a more persuasive and principled communicator.

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.

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.

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.

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.

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.

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.

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!

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.