4.5
stars
2,862 ratings

Sue Robins, M.S. Ed.

140,034 already enrolled

Offered By

University of California, Irvine

About this Course

26,643 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. 6 hours to complete

English

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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. 6 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Instructor rating

4.5/5 (372 Ratings)

Sue Robins, M.S. Ed.

Instructor, University of California, Irvine Extension

University of California, Irvine Extension

306,392 Learners

10 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.

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Syllabus - What you will learn from this course

Content Rating94%(7,964 ratings)

Week1

Week 1

2 hours to complete

What is Negotiation?

2 hours to complete

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

Week2

Week 2

1 hour to complete

Influencing Factors and Considerations

1 hour to complete

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

Week3

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

Week4

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

478 reviews

5 stars
63.93%
4 stars
25.70%
3 stars
6.52%
2 stars
1.98%
1 star
1.84%

TOP REVIEWS FROM THE ART OF NEGOTIATION

by DLMar 2, 2021

Amazing course. I was able to successfully negotiate my first business deal (on the first offer) using the principles taught in this course. It's worth taking.

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 HHSep 11, 2020

Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.

by AGJan 29, 2018

I am new to Coursera and this is my first course. I found it very helpful in the current area of work. The detailing is good and the concepts are practicable.

View all reviews

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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The Art of Negotiation

About this Course

What you will learn

Skills you will gain