About the Videos
Introdução à negociação: um livro de estratégias para se tornar um negociador persuasivo e com princípios
Universidade Yale
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.
Game Theory, Negotiation, Collaboration, Principled Negotiation
Very enlightening course. Loved the material and the way it was given. Learned a lot from the cases were asked to do. Highly recommended for improvement in the workplace as well as personal life!
A chance to learn a great deal about the theory of negotiation alongside the chance to put this into practice through negotiating with peers. Challenging material, but pitched at a fair level.
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.
About the Videos1:02
Beating by $1 / Failed Ultimatum3:38
Going Around in Circles5:11
Alternating Removals2:03
What Have You Given Me?1:17
Ultimatum5:12
Don't Fight Fire with Fire4:40
Barry Nalebuff
Milton Steinbach Professor
Selecionar um idiomaAlemãoChinês (simplificado)Chinês (tradicional)EspanholFrancêsGregoHindiIndonésioInglêsItalianoLituanoPersaPolonêsPortuguese (Brazilian)RussoUcranianoÁrabe
In this course you're going to see a large number of video clips
of people doing negotiations.
And these clips are using actors, many of them from the Yale School of Drama,
so you'll be seeing them on the big screen many years later,
perhaps even a few years later.
But the scripts that you're seeing are not made up.
We didn't go and say we'd like you to do the following.
Instead, these are recreations of actual negotiations
done by our MBA students over the last five or ten years.
And because these people are gonna be out there in the world,
we couldn't really show you the actual negotiations, because we want to
illustrate a lot of the things that didn't necessarily go according to plan.
And so what we had is the actors watch the negotiations and reproduce it for you.
So when you say, come on, no one would have ever done that, that's not possible,
in fact, it actually happened just that way.