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.
Offered By
University of California, IrvineAbout this Course
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Learner Career Outcomes
19%
started a new career after completing these courses
28%
got a tangible career benefit from this course
15%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
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Approx. 7 hours to complete
English
Subtitles: Arabic, Portuguese (Brazilian), Vietnamese, English, Spanish
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
Skills you will gain
Win-Win GameNegotiationPlanningPrincipled Negotiation
Learner Career Outcomes
19%
started a new career after completing these courses
28%
got a tangible career benefit from this course
15%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 7 hours to complete
English
Subtitles: Arabic, Portuguese (Brazilian), Vietnamese, English, Spanish
Offered by
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.
Syllabus - What you will learn from this course
2 hours to complete
What is Negotiation?
2 hours to complete
2 videos (Total 24 min), 4 readings, 1 quiz
4 readings
About this Course10m
Please Take this Survey10m
Resources10m
Module 1 Lecture Slides10m
1 practice exercise
Review30m
1 hour to complete
Influencing Factors and Considerations
1 hour to complete
3 videos (Total 36 min), 1 reading, 1 quiz
3 videos
2.2 Negotiation Strategy11m
2.3 Value, Fairness, and Successful Outcomes12m
1 reading
Module 2 Lecture Slides10m
1 practice exercise
Review30m
2 hours to complete
You and Your Counterparts as Negotiators
2 hours to complete
3 videos (Total 29 min), 1 reading, 2 quizzes
3 videos
3.2 Behaviors that Make a Difference8m
3.3 Behavior Traits of Successful Negotiators13m
1 reading
Module 3 Lecture Slides10m
1 practice exercise
Review30m
2 hours to complete
Preparation, Planning and Implementation
2 hours to complete
6 videos (Total 45 min), 3 readings, 1 quiz
6 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
3 readings
Module 4 Lecture Slides10m
Course Wrap-Up10m
End of Course Survey10m
1 practice exercise
Review30m
Reviews
TOP REVIEWS FROM THE ART OF NEGOTIATION
by SESep 4, 2015
succinct, down-to-earth and focused on the essentials - just what I wanted and got! However, certainly no substitute for a negotiation course e.g. as part of an MBA. Overall a bit colourless.
by DFeb 15, 2019
Excellent course with great insights about the often tense and difficult world of negotiations. Only thing I think that could have made this course better would be to have some case studies.
by DDJul 1, 2020
This course made the material easy to find. The only issue is being able to take the quiz 8 hours after you failed it. I think that is a bit excessive but other than that I enjoyed it.
by EENov 28, 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
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