Negotiation Fundamentals

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Negotiation Fundamentals

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

Instructor: Aurélien Colson

81,218 already enrolled

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5 modules

Gain insight into a topic and learn the fundamentals.

1,703 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.

1,703 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

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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.

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

Practice Quiz final12 minutes
Graded Quiz final22 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

Practice Quiz - Final20 minutes
Graded Quiz - MOOC final22 minutes

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Instructor

Instructor ratings

(488 ratings)

Aurélien Colson

ESSEC Business School

6 Courses164,225 learners

Offered by

ESSEC Business School

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Reviewed on Sep 28, 2020

The course was very fruitful. It help to make our actions during negotiation more structured. The lecturar has good speaking skills. Thank you for the course!

Reviewed on Jul 16, 2017

this course is straightforward - no abstract, boring explanations. It has motivated me to invest into relationship with people, not just in technologies.

Reviewed on Jul 4, 2021

As a beginner this course is easy to understand the fundamentals of negotiation. The course also makes it easier to understand the different components that makes up negotiation that are very subtle.

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Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. 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.

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.

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.