Chevron Left
返回到 谈判概论:如何成为一名既有原则,又有说服力的谈判者

学生对 耶鲁大学 提供的 谈判概论:如何成为一名既有原则,又有说服力的谈判者 的评价和反馈

4,496 个评分


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....



Jun 11, 2017

I have completed over 12 courses on Coursera and this one is the best presented of them all. You can learn a lot of un-intuitive things about negotiation that will serve you well in life and business.


May 30, 2020

Great course .. being an Indian Negotiation is very natural to me. It starts with street vendors in India. I would like you to upload more case studies industry based .. I loved the way you teach ...


76 - 谈判概论:如何成为一名既有原则,又有说服力的谈判者 的 100 个评论(共 1,389 个)

创建者 Lusine A

Jan 18, 2019

It is very interesting.

创建者 Umer K A

Apr 18, 2021

A great course for beginners. It gives you a different perspective to look at things. Equips you with the tools you need for successful negotiation and helps you understand how can you create value by coming together and methods to split this added value. Has a lot of maths in the beginning. Also valuable interview sessions with the experts and their input.

创建者 Moyukh B

Jun 16, 2020

I would have appreciated this course far more if the principles of negotiation were explored before diving into the mathematics first. Rather than clarifying the theories and expanding on them through mathematical representation Barry dove right into significantly complicated theorem which one would only relate with once the principles were clear.

创建者 Bozhidar

Mar 1, 2020

This is a great course for everybody who wants to improve its negotiation skills. I enjoyed very much the exercises and the videos!

创建者 Mark M S

Jan 4, 2021

Perhaps my lack of understanding in math is holding me back from processing the first basic "pie" exercise, and how the professor came to the conclusion. For this simple reason, it may be best for me to un-enroll from this course.

创建者 Arun T

Jan 27, 2021

Didn't like the principle of Divided Cloth where the aggressor is rewarded with more of disputed property and the reasonable claimant is punished by having his share reduced even further.

This is more a case of might is right.

创建者 Sabrina S

May 4, 2021

way too complicated to understand, don't take this course if you don't like math, because it's pretty much the only thing in it

创建者 David M

Aug 25, 2015

After the first two introductions the course was not for me.

创建者 T. Y

Dec 28, 2020

Totally failure! I have taken more than 10 courses on Coursera and this course is the reason why I quit Coursera.

Please read the contents before paying. During the course, you need to keep searching negotiation partner and give your personal info and arrange schedules... Takes too much time...

创建者 Bailu W

Feb 13, 2021

I cannot cancel the course!!!!

创建者 Maria I A

May 18, 2020

This was a great introduction course to negotiation. I can definitely say I now have better principles and tips for negotiating situations. Of course this is probably not the course for someone whose job is to negotiate as its daily task (and even for those, it might be helpful), but it definitely provides some insights that every person should have as a citizen. This will give you tips to benefit you in future negotiations, but most of all, it will teach you to be fair, honest and win a negotiation in a healthy way. The math of it might be considering advanced for some, but I don't think you have to understand all the formulas and equations behind it, if you can get a general sense of what is being taught. I definitely reccomend this course to have it on your CV, and to give you some tips on how to confront possible future situations of your life like negotiating a house, or a better salary. All the people that contribute to this course are expert in the matters and it's great to hear from them. In addition, this course is super interactive, easy to follow, and it promotes "learning by doing", by connecting you to other people, all over the world, who are also taking this course, for simulations of real negotiations, which allows you to practice what you learned in a chill environment, where there's nothing but tremendous learning opportunities. Thank you Professor Barry!

创建者 Marwan E H

Sep 5, 2020

I come from an authoritarian background, whether family or education system. Actually as a child i never had the opportunity to learn anything about negotiation.

As an adult i avoided any situation in which a negotiation was possible. I retreated easily and i thought i didn't have an assertive attitude. Today i know you can't be assertive if you don't know the meaning of a "pie" and how to calculate it, or how to be prepared in advance for the negotiation. Also you have to know your added value and how others see your added value. I was always confrontational and not collaborative. I had always arbitrator attitude.

Today i went to wash my car, i told them to clean it from the outside only and not to touch it from the inside. After they were done i asked how much for outside cleaning only, their answer was 7 whether from inside and outside or just from outside. I said i will talk to the manager, who repeated the same answer. I replied, logically it should be less. The manager said to the workers, just take 5 from him.

I drove the car with a smile saying to myself, this course has started to show effects.

创建者 Dalibor K

Sep 3, 2015

Beautiful made lecture. (Be so kind to excuse my miserable English. It is still under construction)

After I had to change my proficiency, from being a truck driver to a total different job type by doing sales on telephone, my new boss (new and different company) urged me. She urged me, to invest in my private time learning how to make money on the phone. Instead of irritating potential customers by doing weird offers.

After a good while of understanding, why is the other side willing to invest in products, my wage is remarkably higher. By compare of some weeks before.

I understand also, to invest in ideas which are worth to pay for. And I started with one bought book to learn "Game Theory 101: The Complete Textbook". The other two books are introduced by Prof. Barry Nielbuff.

Yes, my QUIZZ-answers are WRONG. Nevertheless I learn what is going on. And that helps me doing a much better job. With great fun.

Just want to say ...

... Thank you all.

创建者 Even S

May 6, 2020

The course is a good balance of video, quizzes and groupassigments that creates a variated and interactive course!

Videos with controlquestions in the middle or at the end that makes sure you as a learner keeps up with whats going on.

The course altso gives some good insite about different theories within negotioations and deviding assets before going on to solving cases with classmates. The Forums make it easy to find partners in your class and good directions on how to hand in the results in the best way for your peers to grade the quality of your negotioation.

Would recomend this course as the level of effort put in to making it, makes it a great course with lots of learning. A great make by the proffessor and everyone involved!

At the end of the course you have some new tools and views on negotioations and how to devide assets.

An over all good experiance !

创建者 OZGE B K

Aug 1, 2020

Beyond any doubts, as popular options of e-learning, technology-enhanced platforms and MOOC initiatives have changed the way the world of learning and knowledge sharing. In the digital era, when it comes to lifelong learning, their sphere of influence are non-negligible.

Accordingly, I hereby would like to thank to Yale University, as well.

I am very pleased to attend and complete another course including remarkable cases and a wide-ranging set of topics. I highly recommend the MOOC “Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator” to everyone who wants to dive deeper into negotiation principles and a pie framework.

I am sincerely grateful to Yale University and Prof. Barry Nalebuff as well as, coursera for this challenging but promising experience and innovative learning opportunity.

创建者 Diego M

Jan 17, 2016

This is one of the most remarkable, useful and well-structured courses I have ever taken, in real life or online. The principles of negotiation are well explained and applied, and the interactions we must develop with our classmates make the experience incredibly friendly and applicable to real life settings. This course has given me a firm ground to approach negotiation problems from a logical perspective, which is never taught at school but which I believe is a fundamental part of a successful career and personal life.

I wish this course had lasted longer and perhaps covered some topics in greater detail--proof that this is an excellent course is that upon finishing I had even more questions on my mind!

Thanks so much Prof. Nalebuff for a truly extraordinary course!

Diego Miranda-Saavedra, PhD

创建者 Heleen B

Oct 9, 2020

Even though the first weeks seem heavy on the mathematics the lessons in the other weeks are so rewarding that it is worth pushing your way through week 1. Contrary to some other reviewers I think the course material is extremely well balanced with regards to the many aspects of negotiations. Barry Nalebuff is a very clear, thoughtful and entertaining teacher. The videos and animations are neat, fun and well put together. And honestly I think the course offers extremely valuable lessons for life in general.

I sincerely recommend doing the negotiation assignments with other students. I found it very doable to connect with peers through the forum and the study groups. And the assignments doubled or even trippled my learnings and motivation.

创建者 Dipu J

Jun 19, 2020

Barry has elegantly structured the classes to teach us the basics of negotiation, in a simplest but interesting way, which otherwise would have been quite complex and difficult concept to learn. He helped us to approach negotiations critically rather than emotionally and inculcated the concept of maximizing the pie, being equitable and allocentric. The guest lectures, were stalwarts in the field of negotiations and was quite an experience, understanding their perspective in approaching the negotiations, whether in personal or professional life.

Also, thank you Coursera for helping me to access such classes and versatile faculty/ies from Yale University, which otherwise impossible for me attend

创建者 Peter F

Apr 19, 2020

An excellent course, led by a highly engaging and passionate professor. The course has now been running for a number of years, however Professor Nalebuff is clearly still heavily involved in providing new material and engaging with students.

I was surprised to find some reviewers were critical of the math. Obviously the difficulty is relative, however I don't feel the small amount of math in the first 2 weeks should dissuade anyone from taking the course, and it seemed more a way of providing objective solutions that couldn't be disputed in illustrating the principles being taught.

This is what true learning should be about, and an outstanding effort by Barry Nalebuff and the Coursera platform.

创建者 Ricardo C

Jan 5, 2021

This is a fantastic course delivered by a fantastic professor. After taking an exchange course through my MBA with Yale, I got the recommendation from another Yale negotiations professor to take this course. I am happy with the time invested and what I received in return. There are three case studies that you practice the teachings with other students and I was delighted to meet people from all over the world and negotiate with them. The principles thought are great and will help me in the future. I would recommend this course to my closest friends and family.

Thank your Professor Barry Nalebuff you have given me some great tools and insights,


创建者 Ehab A

Sep 29, 2015

Loved this course.

The lecture videos were very clear, well framed, loved the white background and the instructor was always looking at the camera.

The animated illustrations provided made the lecture extremely fun to watch and a lot easier to understand.

Barry is an excellent presenter, well spoken, fun, pleasant and speaks in a welcoming tone.

What I loved about this course is the nature of the assignments which stressed the point of actually doing negotiations with other classmates, it forced me to interact with complete strangers from different countries and review the work of others, which was an immensely pleasant experience.

创建者 Daniel R

Nov 15, 2021

Very impressive approach. I learned new skills, new mindsets, and new strategies. The way the course is presented is very well done, with enacted videos and examples, as well as case studies to practice. The peer-review however does not work very well: although it was helpful in a way to see other students' case studies, the number of assignemnts submitted that are not the actual work causes a huge loss of time.

The instructor is very didactical and explains complex concepts very easily; makes good use of real practical examples and visual aids.

I would love if Coursera could make available other courses by Mr. Barry Nalebuff.

创建者 Deleted A

Aug 1, 2020

He estado trabajando los últimos 15 años en el área comercial, lo que requirió de innumerables negociaciones exitosas (y otras no tanto). Sin embargo, este curso me ha dado nuevas herramientas y conceptos, que estoy segura facilitarán mis próximas negociaciones. Recomiendo este curso al 100%, lo he disfrutado, me he reído, y sobre todo he aprendido muchísimo. Creo que nada de esto hubiese sido posible sin el carismático profesor Barry, quien logró motivarme durante todo el curso con sus eleocuentes clases y sobre todo su don de gente, al punto de disfrutar cada clase como si fuera un niño abriendo los regalos de Navidad!

创建者 Cristina R

Jun 8, 2020

I can only say THANK YOU Prof. Nalebuff!

The course is challenging, interesting, stimulating and helped me learn not only negotiation skills but to understand their wide and useful implications in the real world. I developed a more strategic frame of mind without compromising on aspects such as fairness and mutual parties satisfaction. Thank you for making the course so interactive and interesting, I never felt we were alone in this. I also enjoyed the group projects which helped to push our limits, challenge the concepts we were learning and use them in concrete negotiation cases. I could not recommend this course more.

创建者 yvonneluyifan

Sep 23, 2015

I found this course very helpful and would recommend this course for anyone who wants to improve their negotiation skills. The course uses animation to elaborate complex concepts and assignments for practices. Not like other negotiation skills teaching the tips for negotiation, the thinking logic and principle of the course is highly useful. Besides, there are many recorded role plays for us to see what others do and what we can learn from others. So far this is the best course I've taken at Coursera Platform! I do think Coursera should make some billboard for course recommendations based on students comments.