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
This course is part of the Career Success Specialization
The Art of Negotiation
Offered By
About this Course
4.3
892 ratings
What you will learn
Assess your personal style and how it affects the negotiation process
Describe the personal and behavioral characteristics of an effective negotiator
Identify common negotiation styles
Understand how negotiation differs from selling
Skills you will gain
Win-Win GameNegotiationPlanningPrincipled Negotiation
Syllabus - What you will learn from this course
Week
1What is Negotiation?
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
Review18m
Week
2Influencing Factors and Considerations
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
Review16m
Week
3You and Your Counterparts as Negotiators
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
Review16m
Week
4Preparation, Planning and Implementation
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
Review16m
4.3
12%
83%
23%
Top Reviews
By EE•Nov 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 AG•Jan 30th 2018
I am new to Coursera and this is my first course. I found it very helpful in the current area of work. The detailing is good and the concepts are practicable.
Instructor
Sue Robins, M.S. Ed.
Instructor, University of California, Irvine ExtensionUniversity 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.
About the Career Success Specialization
This series of courses will help you build, develop and hone the essential skills needed to improve your employability and advancement in today’s dynamic workforce. The courses in this Specialization may be taken in any order. Each course can also be taken independently. The Specialization concludes with a Capstone project that will give you the opportunity to integrate and apply the skills you have gained throughout the courses to your individual and organizational needs.
Frequently Asked Questions
When will I have access to the lectures and assignments?
Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.
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.
What is the refund policy?
Is financial aid available?
More questions? Visit the Learner Help Center.
Coursera provides universal access to the world’s best education,
partnering with top universities and organizations to offer courses online.
© 2018 Coursera Inc. All rights reserved.
