The Psychology of Negotiation: How to Find Elegant Trades

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.