Daylian Cain, PhD

Senior Lecturer, Negotiations & Ethics at Yale School of Management

Negotiation Mind Games: Collaborating with Difficult People

Professor Cain teaches Yale MBAs and executives on topics in behavioral economics and, as he puts it, “why smart people do dumb things.” Applying these insights to negotiations, Dr. Cain will group participants in pairs to negotiate a deal and receive coaching on how to better collaborate towards win-win deals. Cain will reveal what the most efficient collaborations look like and then provide direction on how to reach such agreements in real life. For example, how do you obtain information from the other side when the other side is difficult to work with?

 

Learning Objectives:

  • Demonstrate how to create value for all parties through collaboration.

  • Discover how to “sell” your idea.

  • Analyze how to save time and money when allocating resources across constituents.

  • Develop practical negotiation skills as you explore common mistakes.

  • Explore question-asking techniques that allow you to “get into the other side’s head.

                

Biography

Daylian Cain, PhD, focuses his research on judgment, decision-making and behavioral business ethics. In other words, he studies the reasons why smart people do dumb things. Cain is a leading expert on conflicts of interest, especially the “perverse effects of disclosing conflicts of interest,” and how to turn altruism on and off. Notably, his research has been discussed in the Wall Street Journal, Time Magazine, Forbes, The New Yorker, the Washington Post, Bloomberg BusinessWeek, USA Today, the New York Times, and other top media outlets such as NPR. Cain has won national teaching awards and also has appeared as a commentator on National Geographic’s popular TV show, Brain Games. He earned a MS and PhD degrees in organizational behavior and theory from Carnegie Mellon.

Achievements 

    • Master Teacher in Ethics Award, Society of Business Ethics and Wheatley Institution, (2012)
    • Yale SOM Alumni Association Teaching Award, Yale School of Management Alumni Association, (2011)
    • Paper of the Year, Society of Business Ethics SBE, (2010)

 

Check out Daylian Cain's Introduction to Negotiation Strategies