The Psychology of Negotiation: How to Find Elegant Trades

位教师： Daylian Cain

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您将学到什么

Module 1: The story that all recent Yale MBAs know by heart: the story of the tree. Sell your handcrafted bench to an AI buyer bot for top dollar.

Module 2: Grow the pie and get your fair share, even against "more powerful" opponents. Negotiate a higher salary vs. "Big Ed" the AI recruiter bot.

Module 3: How can salespeople protect margins and win on price: the story of the painter. Sharpen concession patterns vs. AI contractor bot.

Module 4: Handle difficult/secretive opponents. Resurrect extra value even after the deal is signed. Buy a business from the rich/lazy "Sweeny" bot.

您将获得的技能

Psychology

Team Collaboration

Negotiation

Active Listening

Behavioral Economics

Persuasive Communication

Price Negotiation

Conflict Management

Sales

Collaboration

Value Propositions

Communication

Closing (Sales)

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4 项作业

了解顶级公司的员工如何掌握热门技能

该课程共有5个模块

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.

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.

涵盖的内容

16个视频 10篇阅读材料 1个作业

Prof. Cain's Welcome • 4分钟

Your First Lesson: The Story of the Tree • 10分钟

Watch Out for Fake Trees • 4分钟

Three Types of Issues • 5分钟

Trees in the Desert • 2分钟

Four Things to Figure Out • 7分钟

How Transparent Should You Be? • 5分钟

Tool #1: Multiple Equivalent (Simultaneous) Offers • 2分钟

BATNA • 2分钟

ZOPA • 3分钟

Target Price • 3分钟

Who Should Go First? • 4分钟

Who Should Go First: Job Offers • 1分钟

Bench-Seller Debrief • 3分钟

Bench-Case Trees? • 4分钟

The Actual Bench • 10分钟

Yale's Welcome and Intro to the Cases • 2分钟

Bench Case (Seller) Role Sheet • 5分钟

Enter Your “Bench Results” (to See How Others Did) • 3分钟

Notes from "Three Types of Issues" • 5分钟

(Notes on) Tool #1: MESOs • 10分钟

Tool #2: Your Ears • 5分钟

Redo the Bench-Case? • 2分钟

Bench Wrap-Up and Debrief • 10分钟

Review Notes from Module 1 • 2分钟

Optional: Send feedback to Prof. Cain • 10分钟

Elegant Trades • 10分钟

Grow the pie instead of fighting over scraps. Design smart contingent contracts that turn uncertainty into bigger wins for both sides.

涵盖的内容

13个视频 8篇阅读材料 1个作业

Who is Barry and What is Apizza? • 5分钟

The Importance of a (Modern) Principled Argument • 5分钟

A Zero Sum Game? Creating Value Together • 4分钟

Pie Example: Barry’s Mom’s House • 8分钟

Concept Review: What is the (Pepe's) Pie? • 5分钟

Expand the (Bar) Pie Before You Slice It • 2分钟

Splitting the Difference vs. Splitting the (Sally's) Pie • 2分钟

The Pie as a (Yarmouth?) Beacon • 3分钟

Tool #3: Contingent Contracts • 6分钟

BoomShrooms Reaction Intro (Don't Watch Until Finished Case) • 6分钟

BoomShrooms Reaction (Deal #1, part

• 1)
• • 23分钟

BoomShrooms Reaction (Deal #1, part

• 2)
• • 13分钟

BoomShrooms: Mike and Jesse Review Themselves • 6分钟

Hotshot Candidate: Role Sheet • 10分钟

Hot Shot Debriefing • 5分钟

Heads Up: If You Want to Negotiate the Next “BoomShrooms” Case with a Buddy • 5分钟

(Notes on) Tool #3: Contingent Contracts/Bets • 5分钟

BoomShrooms Case (Jesse + Mike) Role Sheets • 20分钟

Tool #4: Planning Documents • 10分钟

Don’t Spill the Pie • 5分钟

Review Notes from Module 2 • 2分钟

Understand the Pie • 10分钟

When the pie can’t be expanded, claim your fair share. Sharpen your walk-away power so you protect your bottom line.

涵盖的内容

11个视频 4篇阅读材料 1个作业

Win-Lose Issues: Introduction • 2分钟

Win-Lose Issues: Keys to a Happy Buyer • 2分钟

Win-Lose Issues: Where to Start • 4分钟

Going for Gold: Goal Setting • 8分钟

Going for Gold: A Note on Keeping Up with the Joneses • 1分钟

Pattern Interrupt -- Before We Debrief the Case: “Patterns of Concessions” • 3分钟

The Story of the Painter: Introduction • 1分钟

The Story of the Painter: Expanding the Scope • 5分钟

The Story of the Painter: Levels of Service • 10分钟

Painter Takeaways: Tool #6 – Menus • 3分钟

Painter Takeaways: The Victory Speech • 6分钟

Tree Removal Case (Homeowner) Role Sheet • 5分钟

Tree Removal Debrief • 5分钟

Tool #5: The Walk-Away • 2分钟

Review Notes from Module 3 • 2分钟

Thinking Beyond Price • 10分钟

Handle adversarial negotiators without getting pushed around. Then use Post-Settlement Settlements to quietly resurrect extra value after the deal is already inked.

涵盖的内容

8个视频 6篇阅读材料 1个作业

Secretive Opponents: Introduction • 1分钟

Secretive Opponents: Tool # 7 – Others Who Know • 4分钟

Secretive Opponents: Similar Others – Gym Membership • 3分钟

Secretive Opponents: Give an Example • 6分钟

Tips for Digging • 7分钟

Test for Validity: The Story of the Suit • 9分钟

Resurrecting the Deal • 5分钟

BOOMSROOMS PSS (Reaction Video) • 19分钟

When You Get Resistance to Digging... • 10分钟

Sweeny's Soirées (Buyer) Role Sheet • 5分钟

Sweeny's Debrief • 5分钟

How to Reraise a Dead Deal • 5分钟

Tool #8: PSS (Post-Settlement Settlements) • 10分钟

Review Notes for Mod 4 • 2分钟

Figuring Them Out • 10分钟

涵盖的内容

1个视频 1篇阅读材料

Congratulations! (And: Picture of the Actual Tree) • 2分钟

What's Next? • 10分钟

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已于 May 24, 2026审阅

The course is interesting and easy to understand. Appreciate the examples and straightforward explanations.

已于 Aug 19, 2026审阅

This is a very informative course on negotiation, providing many useful tools and very engaging.

已于 Jul 8, 2026审阅

I had so much fun exploring Yale, trees and elegant trades with Dr Cain. I loved how conversational, comprehensive, and personal his teaching style was.

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