Introduction to Negotiation: The Strategy Book for Becoming a Principled and Persuasive Negotiator

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 enable you to look beneath the surface of apparent conflicts to discover underlying interests. By the end of the course, you will be better able to predict, interpret, and shape the behavior of those you encounter in competitive situations. Throughout this course, you will have several opportunities to negotiate with other students using examples based on common situations in business and life. You will be able to receive feedback on your performance and compare what you did with how others approached the same scenario. These examples also provide an opportunity to discuss a wide range of topics, including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and communicating with someone who has a completely different world view. Additional topics include negotiating when you don’t have the power, negotiating over email, and the role of gender differences in negotiations. To round out the course, we'll hear from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall McBain. Enjoy.