The Art of Negotiation

4.3
818 ratings
143 reviews

Course 6 of 10 in the Career Success Specialization

The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session. Upon completing this course, you will be able to: 1. Learn about the nature of negotiation and how it differs from selling 2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation 3. Explain the role of authority and how to address it in negotiations 4. Explain the role of power in negotiations and how to address power inequities 5. Explain the positive and negative influences of empowerment 6. Learn the different “stances” or negotiation styles negotiators might adopt 7. Demonstrate the factors that influence which negotiation style is implemented 8. Describe the personal and behavioral characteristics of an effective negotiator 9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator 10. Assess your own values and personal style and how they affect the negotiation process 11. Learn about the critical importance of planning and preparation in the negotiation process
Globe

Только онлайн-курс

Начните сейчас и учитесь по собственному графику.
Clock

Прибл. 6 ч. на завершение

Предполагаемая нагрузка: 4-8 hours of videos, readings, and quizzes
Comment Dots

English

Субтитры: English, Vietnamese, Spanish

Чему вы научитесь

  • Check
    Assess your personal style and how it affects the negotiation process
  • Check
    Describe the personal and behavioral characteristics of an effective negotiator
  • Check
    Identify common negotiation styles
  • Check
    Understand how negotiation differs from selling

Приобретаемые навыки

NegotiationPlanningContract NegotiationLeadership Development
Globe

Только онлайн-курс

Начните сейчас и учитесь по собственному графику.
Clock

Прибл. 6 ч. на завершение

Предполагаемая нагрузка: 4-8 hours of videos, readings, and quizzes
Comment Dots

English

Субтитры: English, Vietnamese, Spanish

Syllabus - What you will learn from this course

1

Section
Clock
1 hour to complete

What is Negotiation?

...
Reading
2 videos (Total 24 min), 4 readings, 1 quiz
Video2 videos
1.2 What is Negotiation?18m
Reading4 readings
About this Course10m
Please Take this Survey10m
Resources10m
Module 1 Lecture Slides10m
Quiz1 practice exercises
Review18m

2

Section
Clock
1 hour to complete

Influencing Factors and Considerations

...
Reading
3 videos (Total 36 min), 1 reading, 1 quiz
Video3 videos
2.2 Negotiation Strategy11m
2.3 Value, Fairness, and Successful Outcomes12m
Reading1 readings
Module 2 Lecture Slides10m
Quiz1 practice exercises
Review16m

3

Section
Clock
3 hours to complete

You and Your Counterparts as Negotiators

...
Reading
3 videos (Total 29 min), 1 reading, 2 quizzes
Video3 videos
3.2 Behaviors that Make a Difference8m
3.3 Behavior Traits of Successful Negotiators13m
Reading1 readings
Module 3 Lecture Slides10m
Quiz1 practice exercises
Review16m

4

Section
Clock
2 hours to complete

Preparation, Planning and Implementation

...
Reading
6 videos (Total 45 min), 3 readings, 1 quiz
Video6 videos
4.2 Framework Agreement5m
4.3 Best Alternative to a Negotiated Agreement5m
4.4 Developing Options for Negotiation4m
4.5 Best Practices of Negotiation8m
Guest Speaker: Best Practices in Negotiation in Business11m
Reading3 readings
Module 4 Lecture Slides10m
Course Wrap-Up10m
End of Course Survey10m
Quiz1 practice exercises
Review16m
4.3
Direction Signs

12%

started a new career after completing these courses
Briefcase

83%

got a tangible career benefit from this course
Money

23%

got a pay increase or promotion

Top Reviews

By EENov 29th 2017

Considering and placing value on my counterpart's interest as a way to obtaining an overall positive outcome in negotiations made sense to me as a Christian. Applying this principle

By MMMar 31st 2017

The Art of Negotiation\n\nCongratulations on the platform\n\nCongratulations on the administrative order of the course\n\nCongratulations on the Success of the Course

Instructor

Avatar

Sue Robins, M.S. Ed.

Instructor, University of California, Irvine Extension

About University of California, Irvine

Since 1965, the University of California, Irvine has combined the strengths of a major research university with the bounty of an incomparable Southern California location. UCI’s unyielding commitment to rigorous academics, cutting-edge research, and leadership and character development makes the campus a driving force for innovation and discovery that serves our local, national and global communities in many ways....

Frequently Asked Questions

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