Negotiation 101: A Strategic Guide to Persuasion

This module lays the foundation for negotiation theory, introducing the concept of "the pie" and covering topics such as risk management, VaR, stress tests, and portfolio optimization.

This module applies the pie framework to mini cases, covering topics such as merger negotiations, salary negotiations, and introduces the concept of BATNA (Best Alternative to a Negotiated Agreement).

This module covers a wide range of negotiation topics including preparation, ultimatums, alternating removals, avoiding regret, expanding the pie, and dealing with different perspectives.

This module focuses on negotiation with hidden information, covering topics such as information sharing, negotiation tactics, making offers, and responding to threats.

This module covers a range of advanced negotiation topics including negotiating without power, negotiating over email, game theory applications, and key lessons from real-life scenarios.

This module features Professor Linda Babcock discussing gender differences in negotiation, the value of asking, and strategies for effective negotiation.

This module features negotiation expert Herb Cohen sharing insights on various aspects of negotiation, including power, time, information, and negotiation styles.

This module features John McCall MacBain sharing his experiences and insights on dealmaking, exemplifying principled negotiation.

This module provides additional resources, including webinars, key negotiation principles, and further readings on negotiation topics.