Career Success Specialization

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

100% online course

Start instantly and learn at your own schedule.

Approx. 6 hours to complete

Suggested: 4-8 hours of videos, readings, and quizzes

English

Subtitles: English, Vietnamese, Spanish

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

NegotiationPlanningContract NegotiationLeadership DevelopmentBusiness Communication

100% online course

Start instantly and learn at your own schedule.

Approx. 6 hours to complete

Suggested: 4-8 hours of videos, readings, and quizzes

English

Subtitles: English, Vietnamese, Spanish

Syllabus - What you will learn from this course

1

Section

1 hour to complete

What is Negotiation?

...

2 videos (Total 24 min), 4 readings, 1 quiz

2 videos

1.1 Introduction to Negotiation5m

1.2 What is Negotiation?18m

4 readings

About this Course10m

Please Take this Survey10m

Resources10m

Module 1 Lecture Slides10m

1 practice exercises

Review18m

2

Section

1 hour to complete

Influencing Factors and Considerations

...

3 videos (Total 36 min), 1 reading, 1 quiz

3 videos

2.1 Factors That Influence How a Negotiation Proceeds11m

2.2 Negotiation Strategy11m

2.3 Value, Fairness, and Successful Outcomes12m

1 readings

Module 2 Lecture Slides10m

1 practice exercises

Review16m

3

Section

3 hours to complete

You and Your Counterparts as Negotiators

...

3 videos (Total 29 min), 1 reading, 2 quizzes

3 videos

3.1 Traits of Negotiators6m

3.2 Behaviors that Make a Difference8m

3.3 Behavior Traits of Successful Negotiators13m

1 readings

Module 3 Lecture Slides10m

1 practice exercises

Review16m

4

Section

2 hours to complete

Preparation, Planning and Implementation

...

6 videos (Total 45 min), 3 readings, 1 quiz

6 videos

4.1 Making Offers10m

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 exercises

Review16m

Instructor

Sue Robins, M.S. Ed.

Instructor, University 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....

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 pay for this course?
If you pay for this course, you will have access to all of the features and content you need to earn a Course Certificate. If you complete the course successfully, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. Note that the Course Certificate does not represent official academic credit from the partner institution offering the course.
What is the refund policy?
Is financial aid available?
Yes! Coursera provides financial aid to learners who would like to complete a course but cannot afford the course fee. To apply for aid, select "Learn more and apply" in the Financial Aid section below the "Enroll" button. You'll be prompted to complete a simple application; no other paperwork is required.

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Career Success Specialization