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Yale University

The Psychology of Negotiation: How to Find Elegant Trades

Yale University via Coursera

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Overview

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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.

Syllabus

  • Elegant Trades
    • Build elegant trades that turn ordinary deals into true value-propositions—whether you’re closing a sale, landing a job offer, or negotiating with your toughest opponents: friends and family too.
  • Understand the Pie
    • Grow the pie instead of fighting over scraps. Design smart contingent contracts that turn uncertainty into bigger wins for both sides.
  • Thinking About Price (And Beyond)
    • When the pie can’t be expanded, claim your fair share. Sharpen your walk-away power so you protect your bottom line.
  • Figuring Them Out
    • Handle adversarial negotiators without getting pushed around. Then use Post-Settlement Settlements to quietly resurrect extra value after the deal is already inked.
  • Congratulations!

Taught by

Daylian Cain

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Reviews

5.0 rating, based on 2 Class Central reviews

5 rating at Coursera based on 32 ratings

Start your review of The Psychology of Negotiation: How to Find Elegant Trades

  • Anonymous
    One of the highest rated Yale profs teaches in a very relatable way. Short and very sweet.

    Negotiate vs AI bots. The videos in later modules really show the campus and town. Very pretty course.
  • Anonymous
    Loved it. LOVED it.
    .
    Smart and relatable like no one else. This guy should get a movie!!

    The class whizzes past and then you realize how much you learned at the end. Literally the opposite of most learning experiences.
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