The Psychology of Negotiation: How to Find Elegant Trades

Ends soon: Grow your skills with Coursera Plus for $239/year (usually $399). Save now.

The Psychology of Negotiation: How to Find Elegant Trades

Instructor: Daylian Cain

Included with

Learn more

5 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

8 hours to complete

Flexible schedule

Learn at your own pace

5 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

8 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

You'll learn to analyze the interests, priorities, and constraints of both parties to uncover opportunities for value creation.
Evaluate trade-offs and construct deals that maximize outcomes while maintaining relationships.
Develop persuasive, principled arguments that clearly communicate value and influence decision-making.

Details to know

Shareable certificate

Add to your LinkedIn profile

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

There are 5 modules in this course

This course explores the psychology, strategy, and practical application of negotiation through real-world stories, interactive negotiations with AI partners, and actionable frameworks. Rather than focusing solely on theory, the course emphasizes how people actually behave during negotiations, and how to consistently achieve better outcomes.

Learners will develop a structured approach to negotiation by understanding key concepts such as BATNA, ZOPA, value creation, and “elegant trades” or “Trees.” Through engaging examples—from business deals to everyday decisions—participants will learn how to expand the pie, make smarter trade-offs, and navigate negotiations with confidence. All while taking a virtual tour of some of the most famous sites around Yale’s campus.

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.

What's included

12 videos8 readings1 assignment

12 videosTotal 55 minutes

Welcome to Negotiation!4 minutes
The Story of the Tree10 minutes
Watch Out for Fake Trees4 minutes
Four Things to Figure Out6 minutes
How Transparent Should You Be? 5 minutes
Tool #1: Multiple Equivalent (Simultaneous) Offers2 minutes
BATNA2 minutes
ZOPA3 minutes
Target Price3 minutes
Bench-Seller Debrief3 minutes
Bench-Case Trees?4 minutes
The Actual Bench10 minutes

8 readingsTotal 41 minutes

Welcome and Intro to the Bench Case2 minutes
Bench Case (Seller) Role Sheet 5 minutes
Three Types of Issues 5 minutes
(Notes on) Tool #1: MESOs10 minutes
Tool #2: Your Ears5 minutes
The Return of the Bench-Case?2 minutes
Bench Wrap-Up and Debrief10 minutes
Review Notes from Module 12 minutes

1 assignmentTotal 10 minutes

Elegant Trades10 minutes

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

What's included

13 videos7 readings1 assignment

13 videosTotal 87 minutes

Who is Barry and What is Apizza?5 minutes
The Importance of a (Modern) Principled Argument5 minutes
A Zero Sum Game? Creating Value Together4 minutes
Pie Example: Barry’s Mom’s House8 minutes
What is the (Pepe's) Pie? 5 minutes
Expand the (Bar) Pie Before You Slice It2 minutes
Splitting the Difference vs. Splitting the (Sally's) Pie2 minutes
The Pie as a (Yarmouth?) Beacon3 minutes
Tool #3: Contingent Contracts6 minutes
BoomShrooms Reaction (Intro)6 minutes
BoomShrooms Reaction (Deal #1, part 1)23 minutes
BoomShrooms Reaction (Deal #1, part 2)13 minutes
BoomShrooms: Mike and Jesse review themselves6 minutes

7 readingsTotal 52 minutes

Hotshot Candidate: Role Sheet10 minutes
Hot Shot Debriefing 5 minutes
Heads up if you want to negotiate the next (BoomShrooms) case with a buddy.5 minutes
(Notes on) Tool #3: Contingent Contracts5 minutes
BoomShrooms Case (Jesse + Mike) Role Sheets20 minutes
Don’t Spill the Pie5 minutes
Review Notes from Module 22 minutes

1 assignmentTotal 10 minutes

Understand the Pie10 minutes

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

What's included

13 videos4 readings1 assignment

13 videosTotal 50 minutes

Win-Lose Issues: Introduction2 minutes
Win-Lose Issues: Keys to a Happy Buyer2 minutes
Win-Lose Issues: Where to Start4 minutes
Going for Gold: Goal Setting8 minutes
Going for Gold: Keeping Up with the Joneses1 minute
Who Should Go First?5 minutes
Who Should Go First: Job Offers1 minute
Patterns of Concessions3 minutes
The Story of the Painter: Introduction1 minute
The Story of the Painter: Expanding the Scope5 minutes
The Story of the Painter: Levels of Service10 minutes
Painter Takeaways: Create a Menu3 minutes
Painter Takeaways: The Victory Speech6 minutes

4 readingsTotal 14 minutes

Tree Removal Case (Homeowner) Role Sheet5 minutes
Tree Removal Debrief5 minutes
Tool #4: The Walk-Away2 minutes
Review Notes from Module 32 minutes

1 assignmentTotal 10 minutes

Thinking Beyond Price10 minutes

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

What's included

8 videos6 readings1 assignment

8 videosTotal 54 minutes

Secretive Opponents: Introduction1 minute
Secretive Opponents: Find Similar Others4 minutes
Secretive Opponents: Similar Others – Gym Membership3 minutes
Secretive Opponents: Give an Example6 minutes
Tips for Digging7 minutes
Test for Validity: The Story of the Suit9 minutes
Resurrecting the Deal5 minutes
BOOMSROOMS PSS (Reaction Video)19 minutes

6 readingsTotal 37 minutes

When You Get Resistance to Digging...10 minutes
Sweeny's Case (Buyer) Role Sheet5 minutes
Sweeny's Debrief5 minutes
Leave the Table, but Stay in the Game: How to Reraise a Dead Deal5 minutes
Tool #5: PSS (Post-Settlement Settlements)10 minutes
Review Notes for Mod 42 minutes

1 assignmentTotal 10 minutes

Figuring Them Out10 minutes

What's included

1 video

Instructor

Daylian Cain

Yale University

1 Course14 learners

Offered by

Yale University

Explore more from Leadership and Management

Status: Preview
Yale University
Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
Course
Status: Free Trial
University of California, Irvine
The Art of Negotiation
Course
Status: Free Trial
University of Pennsylvania
Negotiations
Course
Status: Free Trial
Alex Genadinik
Negotiation Skills So Strong That You Beat ChatGPT
Course

Why people choose Coursera for their career

Felipe M.

Learner since 2018

"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."

Jennifer J.

Learner since 2020

"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."

Larry W.

Learner since 2021

"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."

Chaitanya A.

"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Open new doors with Coursera Plus

Unlimited access to 10,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Learn more

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Explore degrees

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Learn more

Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.