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Successful Negotiation: Essential Strategies and Skills

Approx. 17 hours to complete

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Course Summary

This course is designed to teach students the necessary skills to negotiate effectively in a variety of settings. The course covers negotiation theory, communication skills, and practical strategies for successful negotiations.

Key Learning Points

Learn negotiation strategies that work in a variety of settings
Develop communication skills to effectively negotiate
Understand the psychology of negotiation and how to use it to your advantage

Learning Outcomes

Develop effective negotiation strategies
Improve communication skills for negotiation
Understand the psychology of negotiation and how to use it to your advantage

Prerequisites or good to have knowledge before taking this course

Basic understanding of negotiation
Proficiency in English

Course Difficulty Level

Intermediate

Course Format

Online
Self-paced

Similar Courses

Communication Skills for Negotiations
Successful Negotiation: Essential Strategies and Skills

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Notable People in This Field

Negotiation Expert and Co-founder of Harvard's Program on Negotiation
Negotiation Expert and Author of 'Never Split the Difference'

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Description

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement.

I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation: (1) Prepare: Plan Your Negotiation Strategy (2) Negotiate: Use Key Tactics for Success (3) Close: Create a Contract (4) Perform and Evaluate: The End Game To successfully complete this course and improve your ability to negotiate, you’ll need to do the following: (1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations! (2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at http://negotiationplanner.com/ (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material. Course Certificate You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo. Learn more about Certificates at: https://learner.coursera.help/hc/en-us/articles/209819053-Get-a-Course-Certificate This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: https://www.coursera.org/learn/negociacion/ To join the fully translated Portuguese version, visit this page: https://www.coursera.org/learn/negociacao Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish Created by: University of Michigan The course logo composite is shared with a Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) license, and was created using images provided courtesy of Flazingo Photos (http://bit.ly/1zOylRm) and K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432).

Outline

Welcome to Successful Negotiation!
Course Goal and Game Plan
Introduction to the University of Michigan
Course Focus
How to Succeed in This Course
Earning a Course Certificate
Help us learn more about you!
About the Professor
Syllabus
Suggested Readings

Prepare: Plan Your Negotiation Strategy
Should I Negotiate?
A Position Based or Interest Based Negotiation
A Dispute Resolution or Deal Making Negotiation?
Analyzing the Negotiation
Your BATNA in a Dispute Resolution Negotiation
Using Decision Trees to Complete Your BATNA Analysis
Cross-Cultural Negotiations
How to Handle Ethical Issues
General Ethical Standards
Using Agents in Negotiations
After completing this module, you will be able to...
Suggested Readings
Assess Your Negotiating Style
Checklist of Ethical Standards and Guidelines
Show What You Know

Negotiate: Use Key Tactics for Success
Getting to Know the Other Side
Using Power in Negotiations
Introduction to Psychological Tools; Mythical Fixed Pie Assumption
Psychological Tools: Anchoring
Psychological Tools: Overconfidence
Psychological Tools: Framing
Psychological Tools: Availability
Psychological Tools: Escalation
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective
After completing this module, you will be able to...
Suggested Readings
Developing Your Negotiating Power
Checklist of Psychological Tools
Show What You Know

Close: Create a Contract
Perspectives on Contracts
Sources of Contract Law
Creating Contracts: The Agreement
Creating Contracts: Consideration and Legality
Creating Contracts: Writing Requirements
Business vs. Legal Objectives in Contracting
After completing this module, you will be able to...
Suggested Readings
Contract Law Checklist
Show What You Know

Perform and Evaluate: The End Game
Dispute Prevention
ADR Concepts
ADR Tools
Arbitration
Arbitration (Conclusion)
Mediation
Mediation (Conclusion)
Contract Performance Review and Evaluation
After completing this module, you will be able to...
Suggested Readings
Life Goals Analysis
Show What You Know

Practice Your Negotiation Skills
Introduction to Negotiation Exercise
Negotiation Debrief: Planning for Negotiation
Negotiation Debrief: Planning for Negotiation (Conclusion)
Negotiation Debrief: Negotiation Tactics
Negotiation Debrief: Psychological Tools
Negotiation Debrief: Psychological Tools (Conclusion)
Negotiation Debrief: Creating and Performing the Contract
Negotiation: Building a Larger Pie
During this module, you will...
Suggested Readings
Tracy: Instructions and Confidential Information
Pat: Instructions and Confidential Information
Self-Assessment and Feedback for the Other Side

Final Examination
Final Examination: Instructions and Honor Code
Some important reminders
Post-course Survey
Keep Learning with Michigan Online!
Final Exam

Summary of User Reviews

Learn negotiation skills with Coursera's online course. Users have praised this course for its practical approach and helpful tools. Many users appreciated the real-world examples and scenarios provided in the course.

Key Aspect Users Liked About This Course

Practical approach and helpful tools

Pros from User Reviews

Real-world examples and scenarios provided in the course
Interactive and engaging content
Clear and concise explanations
Excellent instructor
Great value for the price

Cons from User Reviews

Some users found the course too basic
Limited feedback from instructors
Not enough emphasis on specific industries
Some technical issues with the platform
Lengthy lectures

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