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
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About this Course
Learner Career Outcomes
19%
28%
16%
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
Learner Career Outcomes
19%
28%
16%
100% online
Flexible deadlines
Approx. 6 hours to complete
English
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
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
This course really taught me well about negotiation skill. I can understand completely on how we need to prepare, highlight and implement negotiation skills in our deals
Instructor
Sue Robins, M.S. Ed.
Instructor, University of California, Irvine ExtensionAbout University of California, Irvine
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