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.
This course is part of the Negotiation, Mediation and Conflict Resolution Specialization
Offered By
Negotiation, Mediation and Conflict Resolution SpecializationESSEC Business SchoolAbout this Course
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Learner Career Outcomes
19%
got a tangible career benefit from this course
17%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 1 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 8 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
Learner Career Outcomes
19%
got a tangible career benefit from this course
17%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 1 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 8 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
Offered by
ESSEC Business School
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
Syllabus - What you will learn from this course
1 hour to complete
Negotiation strategy
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.
1 hour to complete
6 videos (Total 35 min)
6 videos
Three dimensions of any negotiation4m
Three strategic tensions5m
Communication and Active Listening5m
Communication and Active Speaking5m
Beware of instinctive pitfalls8m
1 practice exercise
Practice Quiz "Negotiation strategy"30m
2 hours to complete
Negotiation preparation
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.
2 hours to complete
6 videos (Total 34 min)
6 videos
People dimension : 3 elements to be prepared5m
Problem dimension : Motivation5m
Problem dimension : Solution at the table and justification5m
Problem dimension : Solution away from the table5m
Process dimension : 3 elements to be prepared6m
2 practice exercises
Practice Quiz final30m
Graded Quiz final30m
2 hours to complete
Value creation & Value claiming
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!
2 hours to complete
6 videos (Total 38 min)
6 videos
Why negotiation fail ?7m
Negotiation on behalf of others : respecting your mandate7m
Creating value6m
The usual bargaining tactics (Part 1)6m
The usual bargaining tactics (Part 2)5m
2 practice exercises
Practice Quiz final30m
Graded Quiz - Final30m
2 hours to complete
Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices
2 hours to complete
1 hour to complete
Negotiation process
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.
1 hour to complete
6 videos (Total 27 min)
6 videos
Doing first things first for effective negotiation - Part 15m
Doing first things first for effective negotiation - Part 23m
Doing first things first for effective negotiation - Part 33m
Doing first things first for effective negotiation - Part 44m
Reaching the end : And how about the power balance ?4m
2 practice exercises
Practice Quiz - Final30m
Graded Quiz - MOOC final30m
Reviews
TOP REVIEWS FROM NEGOTIATION FUNDAMENTALS
by SFMay 20, 2020
Aurelien is literally an excellent instructor. Also, the video design, clarity, organization of material, is perfect. Besides, quizzes and assignments composition are entirely matched with the course
by RDApr 11, 2020
I have been doing sales and Negotiating for years, never felt confident. now after stated learning in details on negotiating, and hopefully will continue learning the remaining course . Thank you
by JBApr 21, 2020
This was a very informative course. The multiple choice quizzes were a bit confusing - I felt like we were not always provided all the information we needed to do well on the quizzes.
by TNOct 17, 2020
The course is well prepared and it enriched my knowledge in negotiation. Now, I know that negotiation is everywhere, even though I can't negotiate everything. Thank you for the course
About the Negotiation, Mediation and Conflict Resolution Specialization
This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation.
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