Course: Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
Modules:
Introduction to the Course, What is the Pie?, Airline Cost Sharing, Limo Ride, The Principle of the Divided Cloth (a historical context for how to divide the pie), Sea Corp, The Shapley Value (solving the runway problem)
Planet–Gazette Results and Analysis, Things Go Better with Coke, Rio Tinto–BHP, BATNA, Start by Asking, Never Say No
Stop! In the Name of Learning, Lights, Camera, Action, Zincit Numbers, Pareto Optimality, Using Fairness to Choose Among Existing Options, I Need to Make Copies, About the Videos, Beating by $1 / Failed Ultimatum, Going Around in Circles, Alternating Removals, What Have You Given Me?, Ultimatum, Don't Fight Fire with Fire, Creating New Options, Beets versus Broccoli, 50/50 Then More Pie, A Really Big Pie, Post-Settlements / A Deal Better than C?, Slow Down and Understand the Logic, Need to Make Both Happier, Lawyer Fee
How to Prepare: The Dog Bite, Step Zero: What Is Important to You?, Cade's BATNA, Just Say No (Simpsons), Anchoring, Good Cop, Bad Cop, Great Place to Start, Toilet, Too Low, Where Do I Sign?, Out of Your Tree, Losing Control, Load of BS, Lying Eyes, Don't Lie, Herb Cohen on the Pay Stub, We Will Crush You, Giving an Inch, Herb Cohen on The Nibble, Awkward Silence, Put out the Fire, Suits, The Boat Trip Case, What Goes Wrong?, Mistakes Were Made, What Are Your Plans?, White Lies?, Ads at Cost, Expanding the Pie as a First Resort, Discover What They Want, Contingent Deal
The Card Game, Sweet Nothings, Photo Op Results, Photo Op Debrief, Herb Cohen on Bachrach, Herb Cohen on Hiding Mistakes, Game Theory and the SAT, What Does Winning Mean? A Classroom Experiment, Rubinstein Bargaining, Settlement Escrows, Virtual Strike, Texas Shoot-Out, Gringotts v. Agrabah: Mediation or Arbitration, Getting Informed — A Rug Story, Taxi Ride
The Value of Negotiating, Men Negotiate More, Listen to Noise, When Women Negotiate, How Women Can Become Better Negotiators, Change Your Thinking, Negotiation Gym, Step Zero: What is Important to You?, Soft in Style, Hard in Substance, Activating a Joint Problem Solving Frame, Justifying Your Value, Dealing with a No, Lying, Thanks, Introduction (Ayana Ledford), Win-Win Patch, Explain Your No, Helping Kids Negotiate with Adults, Joint Problem Solving, Not Just Win-Win, Advice for Teens: Negotiating Jobs and Dating
Everything is Negotiable (almost), Care, Really Care, but not THAT Much, It's a Game, Power, Time, Information, Deadlines, Negotiating Style, Smartest Guy in the Room?, Negotiating Online, Negotiating a Salary, Buying a House, First Offer / Last Offer, Embarrassment, Responding to Liars, Lowball, Aim High, What Really Matters, Moppo, Two Watches, The Nibble
Listening, Taking Items Off the Table, Have the Champagne Ready, Negotiating in Good Faith, Put Your Foot Down, Speed, Thanks
Zoom webinar on April 11, 2020, Zoom webinar on Job Negotiation on April 20, 2020, The Ground Rules, Maker Oats, Ask with a Reason, Part I, Ask with a Reason, Part II, An Unfair Split, Lecture Version of "What is the Pie?", Lecture Version of Week 1, Ultimatum Game, Copy of Anchoring, Copy of Copy of Anchoring