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This course will help you become a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations. This framework will enable you to make principled arguments that persuade others. It will allow you to see below the surface of apparent conflicts to discover underlying interests. You will leave the course better equipped to predict, interpret and shape the behavior of those you face in competitive situations.
In this course, you will have various 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. Cases also provide an environment to discuss a wide range 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 by Email, and the Role of Gender Differences in Negotiation. To close the course, we will listen to the opinions of three negotiation experts: Linda Babcock, Herb Cohen and John McCall MacBain. Enjoy.
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Professor Milton Steinbach
Yale School of Management
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