Coursera

The Art of Negotiation (Coursera)

Offered by University of California, Irvine,

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.

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Upon completing this course, you will be able to:

Learn about the nature of negotiation and how it differs from selling
Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation
Explain the role of authority and how to address it in negotiations
Explain the role of power in negotiations and how to address power inequities
Explain the positive and negative influences of empowerment
Learn the different “stances” or negotiation styles negotiators might adopt
Demonstrate the factors that influence which negotiation style is implemented
Describe the personal and behavioral characteristics of an effective negotiator
Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator
Assess your own values and personal style and how they affect the negotiation process
Learn about the critical importance of planning and preparation in the negotiation process

Completing this course will count towards your learning in any of the following programs:

What You Will Learn

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

Syllabus

WEEK 1: What is Negotiation?
WEEK 2: Influencing Factors and Considerations
WEEK 3: You and Your Counterparts as Negotiators
WEEK 4: Preparation, Planning and Implementation

Go to Class

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