The Psychology of Negotiation: How to Find Elegant Trades

The Psychology of Negotiation: How to Find Elegant Trades

Instructor: Daylian Cain

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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.

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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 videos5 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

5 readingsTotal 27 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 Course9 learners

Offered by

Yale University

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