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The Art of Negotiation, University of California, Irvine

4.3
974 ratings
162 reviews

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...

Top reviews

By EE

Nov 29, 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 VL

Dec 03, 2018

helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!

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160 Reviews

By Barbara Serralheiro

Mar 17, 2019

Very elaborated and interesting. However some of the tests ended up being discussed in the week after.

By Aman Gupta

Mar 13, 2019

Covers all the basics well. Good for a four week course.

By David Ten Brink Rio

Feb 16, 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 Elison Filomeno Lacerda Dantas

Feb 03, 2019

A GREAT WAY TO LEARN BUSINESS NEGOTIATION SKILLS.

By Martin Sierra

Jan 06, 2019

I enjoyed this course. I would like to recommend it. Regards

By Givaldo Alves

Jan 02, 2019

excellent course that gave me a lot of knowledge that I will certainly use every day, thank you.

By Tuan Dung Nguyen Dang

Dec 14, 2018

Simple, short but very informative course, hope that Instructors can add more practical scenarios to test what I've learned

By Carlos Enrique Velazquez Acosta

Dec 10, 2018

please add more courses with this instructor!!

By Vanessa Lea

Dec 03, 2018

helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!

By Mayrine French

Nov 18, 2018

Excellent skill builder! Priceless in my profession!