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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/negotiation
课程评论：没有评论
课程名称：谈判入门：成为原则性与说服性谈判者的战略手册 课程概述：本课程旨在帮助您成为更优秀的谈判者。与许多其他谈判课程不同，我们开发了一种分析和塑造谈判的框架。该框架将帮助您进行有原则的论证，以说服他人，并深入表面冲突，揭示潜在利益。完成本课程后，您将更能预测、解读和塑造面对竞争情境时他人的行为。 在课程中，您将与其他学生进行多次谈判，使用基于商业和生活常见情境的案例研究。您将获得对自己表现的反馈，并可将自己的做法与其他同学的处理方法进行比较。案例还为讨论各种主题提供了场所，包括谈判准备、施加最后通牒、避免后悔、扩展谈判利益，以及与观点截然不同的人打交道的策略。高级主题包括在没有权力时的谈判、电子邮件谈判和性别差异在谈判中的作用。课程最后，我们将听取三位谈判专家的见解：Linda Babcock、Herb Cohen和John McCall MacBain。 课程大纲： 1. 引言 / 什么是“饼”？ - 建立谈判基础理论，帮助您理解公平的标准，并改变您对谈判的看法。 2. 谈判小案例 - 通过小案例（Mini Case）展示“饼”框架的应用，并提供互动练习的机会。 3. Zincit 案例 - 讨论如何为谈判做准备、施加最后通牒、扩展“饼”等组件。 4. Outsider 案例 - 处理隐藏信息的复杂谈判，探讨信息分享的策略。 5. 高级主题 - 涵盖无权谈判、电子邮件谈判等内容，以及一些游戏理论的应用。 6. Linda Babcock: “要敢于请求” - 探讨性别差异在谈判中的作用，如何准备以及有效的请求策略。 7. Herb Cohen: “你可以谈判任何事情” - 经验丰富的谈判大师分享他的洞见。 8. John McCall MacBain: “圆满的交易者” - 分享他在全球范围内的交易经验和原则性谈判的示范。 9. 课程总结与进一步阅读 - 总结课程内容并提供进一步学习的资源。 本课程为希望提升谈判技能的学习者提供了全面的框架和实践机会。
Name:Introduction / What is the Pie?
Description:I've promised that this course will help you be a better, smarter, more strategic negotiator. To do that, we begin by laying a foundation for negotiation, a theory of the “pie.” Over the years, I’ve discovered even the most experienced negotiators tend to lack a framework that grounds their approach to negotiation. While some folks try to bully their way to a larger share, most people make arguments that sound fair to them. But what sounds fair to them often doesn’t sound fair to the other side. Their criteria for what's fair may be biased in their favor. The theory of the pie is useful because it doesn’t depend on which side you are taking. It provides principles that will change the way you approach negotiations—in this course and in life. It will allow you to make arguments that persuade others. That’s why I am teaching you about it first.
Name:Negotiation Caselets
Description:You've got the theory. Now let's use it. I'll show how the pie framework applies to some mini cases, or caselets. The Merger Case considers how the synergy gains from a merger will be shared by the two parties. While this is still a stylized case, you'll see how it directly applies to some very real merger negotiations. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. You'll also learn why it's best to never say no. We end the week with our first interactive exercise—the Ultimatum Game. Here you have an opportunity to negotiate with your fellow classmates and with me. You also have the first mastery quiz for the course. I've tried to make it as much a learning opportunity as it is a test of your ability to apply the concepts presented.
Name:Zincit Case
Description: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.
Name:Outpsider Case
Description:Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats.
Name:Advanced Topics
Description:This module is a collection of short lessons. We cover everything from negotiating when you have no power to negotiating over email. There is a test-taking detour, showing how the game theory approach we use in negotiation can help you (or your kids) do better on standardized tests. I end with some key lessons I learned from a taxi ride that went the wrong way.
Name:Linda Babcock: Ask for It
Description:In this module, we are joined by Professor Linda Babcock, the James M. Walton Professor of Economics at Carnegie-Mellon University and a world-renowned expert on negotiation. Her specialty is the role of gender differences in negotiation. She is the coauthor of many well-cited journal articles and two award-winning books: Women Don’t Ask and Ask for It. In a series of presentations, Linda puts some dollars and cents on the value of asking, shows you how to prepare and then how to ask. The value of this material isn’t just for women. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. As a bonus section, Ayana Ledford, the Founding Executive Director of PROGRESS at Carnegie-Mellon University, explains how they are teaching negotiation to teens as a life skill.
Name:Herb Cohen: You Can Negotiate Anything
Description:In this module, we are joined by Herb Cohen. Herb is a negotiation sensei, and we are fortunate to have his insights. He is the author of two classics in negotiation: You Can Negotiate Anything and Negotiate This!
Name:John McCall MacBain: The Consummate Dealmaker
Description:In 1987, John purchased a classified advertising magazine in Montreal called Auto Hebdo, the first of what would become a worldwide portfolio of Auto Trader, Buy and Sell and other classified ad papers. Over the next twenty years, he purchased some 500 papers and websites literally all around the world -- China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He sold the business, bought it back, took it public, and then ultimately maximized shareholder value by selling off the whole business in five pieces. He is now a philanthropist focused on education. I've known John for 35 years, ever since we were classmates at Oxford. And I had a front row seat to his dealmaking as I served on the board of his company, Trader Classified Media. His papers were all about buying and selling, but when it comes to buying and selling, there's no one better. He exemplifies principled negotiation. You are in for a special treat.
Name:Acknowledgments and Further Readings
Description:
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.
