About this course: 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
Created by: University of California, Irvine
Taught by: Sue Robins, M.S. Ed., Instructor, University of California, Irvine Extension
University of California, Irvine Extension
| Basic Info |
Course 6 of 10 in the
Career Success Specialization.
|
| Commitment | 4-8 hours of videos, readings, and quizzes |
| Language | English, Subtitles: Vietnamese, Spanish |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
What is Negotiation?
2 videos, 4 readings
Graded: Review
WEEK 2
Influencing Factors and Considerations
3 videos, 1 reading
Graded: Review
WEEK 3
You and Your Counterparts as Negotiators
3 videos, 1 reading
Graded: Review
WEEK 4
Preparation, Planning and Implementation
6 videos, 3 readings
Graded: Review
FAQs
How It Works
Coursework
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
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Creators
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.
Pricing
| Audit | Purchase Course | |
|---|---|---|
| Access to course materials | Available | Available |
| Access to graded materials | Not available | Available |
| Receive a final grade | Not available | Available |
| Earn a shareable Course Certificate | Not available | Available |
Ratings and Reviews
Thank you so much for instructing Ana Pelayo.
V
A very thorough course and well taught by Susane Robins.
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AW
Excellent course. Good instructor. Learned a lot