4.5
stars
2,686 ratings
•
439 reviews

Sue Robins, M.S. Ed.

130,494 already enrolled

Offered By

University of California, Irvine

About this Course

25,346 recent views

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

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Approx. 7 hours to complete

English

Subtitles: Arabic, French, Portuguese (European), Italian, Portuguese (Brazilian), Vietnamese, German, Russian, 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 Game
Negotiation
Planning
Principled Negotiation

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Approx. 7 hours to complete

English

Subtitles: Arabic, French, Portuguese (European), Italian, Portuguese (Brazilian), Vietnamese, German, Russian, English, Spanish

Instructor

Instructor rating

4.5/5 (326 Ratings)

Sue Robins, M.S. Ed.

Instructor, University of California, Irvine Extension

University of California, Irvine Extension

282,537 Learners

6 Courses

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

Content Rating94%(7,107 ratings)

Week

Week 1

2 hours to complete

What is Negotiation?

2 hours to complete

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

Week

Week 2

1 hour to complete

Influencing Factors and Considerations

1 hour to complete

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

Week

Week 3

2 hours to complete

You and Your Counterparts as Negotiators

2 hours to complete

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

Week

Week 4

2 hours to complete

Preparation, Planning and Implementation

2 hours to complete

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

Reviews

4.5

439 reviews

5 stars
63.44%
4 stars
26.07%
3 stars
6.51%
2 stars
2.03%
1 star
1.92%

TOP REVIEWS FROM THE ART OF NEGOTIATION

by AEDec 28, 2020

This course helped me to think more thoroughly about the elements of successful negotiation. I intend to incorporate ideas from this course into my practice of negotiation on the job going forward.

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 CMNov 15, 2020

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

View all reviews

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The Art of Negotiation