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
Offered By
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
- Entrepreneurs
- Chief Financial Officers (CFOs)
- Real Estate Brokers
- Traders
- HR Specialists
Syllabus - What you will learn from this course
What is Negotiation?
Influencing Factors and Considerations
You and Your Counterparts as Negotiators
Preparation, Planning and Implementation
21%
30%
16%
Top reviews from The Art of Negotiation
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
helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!
Instructor
Sue Robins, M.S. Ed.
Instructor, University of California, Irvine ExtensionAbout University of California, Irvine
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.
