Prof. Daylian Cain Launches Coursera Course on Psychology of Negotiation

June 2, 2026 - 11:18

Yale School of Management professor Daylian Cain has launched a new Coursera course titled "The Psychology of Negotiation," designed to help people advocate for themselves and secure better outcomes in everyday deals. The course, which is open to anyone with an internet connection, moves beyond traditional bargaining tactics to explore the mental biases and emotional triggers that often sabotage negotiators.

Cain, a behavioral economist known for his work on decision-making, argues that most people either avoid negotiation altogether or approach it with a combative mindset that leaves value on the table. The course teaches participants how to recognize common psychological traps, such as anchoring on the first offer or overvaluing what they already have. Instead of focusing solely on winning, Cain encourages students to reframe negotiation as a collaborative problem-solving exercise.

The curriculum includes video lectures, real-world case studies, and interactive exercises. Topics range from salary discussions and buying a car to resolving conflicts with roommates or colleagues. Cain emphasizes that the skills are not just for business professionals but for anyone who wants to feel more confident asking for what they deserve.

Early reviews from beta testers highlight the course's practical advice and Cain's engaging teaching style. By stripping away the jargon and focusing on the human element, the course aims to make negotiation less intimidating and more accessible. Enrollment is now open, and the course can be completed at the learner's own pace.