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Negotiation Fundamentals

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Negotiation Fundamentals

This course is part of Negotiation, Mediation and Conflict Resolution Specialization

Instructor: Aurélien Colson

80,126 already enrolled

Included with

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5 modules

Gain insight into a topic and learn the fundamentals.

1,692 reviews

Beginner level

No prior experience required

Flexible schedule

9 hours to complete

Learn at your own pace

93%

Most learners liked this course

5 modules

Gain insight into a topic and learn the fundamentals.

1,692 reviews

Beginner level

No prior experience required

Flexible schedule

9 hours to complete

Learn at your own pace

93%

Most learners liked this course

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

7 assignments¹

AI Graded see disclaimer

Taught in English

91%

of learners achieved a positive career outcome

See how employees at top companies are mastering in-demand skills

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This course is part of the Negotiation, Mediation and Conflict Resolution Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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There are 5 modules in this course

This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.

In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

Module details

In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.

What's included

6 videos1 assignment1 discussion prompt

6 videosTotal 35 minutes

Why enrol in this MOOC on Negotiation ?5 minutes
Three dimensions of any negotiation5 minutes
Three strategic tensions6 minutes
Communication and Active Listening5 minutes
Communication and Active Speaking6 minutes
Beware of instinctive pitfalls8 minutes

1 assignmentTotal 20 minutes

Practice Quiz "Negotiation strategy"20 minutes

1 discussion promptTotal 10 minutes

Identify the 3 tensions in real-life negotiations10 minutes

In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.

What's included

6 videos2 assignments

6 videosTotal 34 minutes

Preparation before Action6 minutes
People dimension : 3 elements to be prepared5 minutes
Problem dimension : Motivation5 minutes
Problem dimension : Solution at the table and justification6 minutes
Problem dimension : Solution away from the table6 minutes
Process dimension : 3 elements to be prepared6 minutes

2 assignmentsTotal 34 minutes

Graded Quiz final22 minutes
Practice Quiz final12 minutes

This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!

What's included

6 videos2 assignments

What's included

2 peer reviews

This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.

What's included

6 videos2 assignments

6 videosTotal 27 minutes

How to build the right negotiation sequence ?4 minutes
Doing first things first for effective negotiation - Part 15 minutes
Doing first things first for effective negotiation - Part 24 minutes
Doing first things first for effective negotiation - Part 34 minutes
Doing first things first for effective negotiation - Part 44 minutes
Reaching the end : And how about the power balance ?5 minutes

2 assignmentsTotal 42 minutes

Graded Quiz - MOOC final22 minutes
Practice Quiz - Final20 minutes

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Instructor

Instructor ratings

(488 ratings)

Aurélien Colson

ESSEC Business School

6 Courses162,437 learners

Offered by

ESSEC Business School

Learner reviews

5 stars
77.96%
4 stars
16.36%
3 stars
3.24%
2 stars
0.88%
1 star
1.53%

Showing 3 of 1692

Reviewed on Aug 22, 2020

Great Course and very efficient reading material. I would suggest others who really want to get an in-depth knowledge of negotiation should definitely take this course.

Reviewed on Aug 15, 2020

The approach and methodology in the programme correspond with the wealth of information contained therein. This course is my best alternative dispute resolution experience so far.

Reviewed on Jul 2, 2020

Very highly stimulating and rewarding. The simple and affable style of Mr. Aurilien Colson makes the whole experience very interesting. Strongly recommended.

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