The Psychology of Negotiation: How to Find Elegant Trades
By External Provider
About this course
The first learner to complete the course ranked it in his personal top 3 out of 250+ Coursera courses he had taken over 13 years, calling it “Amazing.” Prof. Cain has since made it even stronger... In The Psychology of Negotiation: How to Find Elegant Trades, Yale School of Management’s award-winning faculty member Dr. Daylian Cain reveals the hidden psychology behind masterful deals. You’ll learn field-tested tools—MESOs, Post-Settlement Settlements, Menus, Strategic Questions, and Contingent Contracts—while exploring Yale’s iconic “Story of the Tree” and “Theory of the Pie.” No pressure tactics or tricks. Just the real mindset and instincts of highly effective negotiators. Want powerful sales and negotiation tools delivered through easy-to-digest stories in under 10 hours? Take this course.
What you will learn
- Module 1: The story that all recent Yale MBAs know by heart: the story of the tree. Sell your handcrafted bench to an AI buyer bot for top dollar.
- Module 2: Grow the pie and get your fair share, even against "more powerful" opponents. Negotiate a higher salary vs. "Big Ed" the AI recruiter bot.
- Module 3: How can salespeople protect margins and win on price: the story of the painter. Sharpen concession patterns vs. AI contractor bot.
- Module 4: Handle difficult/secretive opponents. Resurrect extra value even after the deal is signed. Buy a business from the rich/lazy "Sweeny" bot.