The Art of Negotiation
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:
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
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
Syllabus - What you will learn from this course
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
FAQ
When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.
Reviews
This is such a perfect course for negotiations generally in business as well in every other aspect of life .It teaches of so many key things in life including listening skills amongst others
Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.
Really deep and real life problem and situation based condition and how to respond it effectively.after completing this course any body could negotiate easily and effectively.
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
