About this Course

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Learner Career Outcomes

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started a new career after completing these courses

26%

got a tangible career benefit from this course

15%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 16 hours to complete
English
Subtitles: Ukrainian, Portuguese (European), Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, English, Spanish...

Skills you will gain

Strategic NegotiationsCommunicationNegotiationDecision Tree

Learner Career Outcomes

28%

started a new career after completing these courses

26%

got a tangible career benefit from this course

15%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 16 hours to complete
English
Subtitles: Ukrainian, Portuguese (European), Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, English, Spanish...

Offered by

Placeholder

University of Michigan

Syllabus - What you will learn from this course

Content RatingThumbs Up98%(88,514 ratings)Info
Week
1

Week 1

2 hours to complete

Welcome to Successful Negotiation!

2 hours to complete
2 videos (Total 24 min), 7 readings
2 videos
Introduction to the University of Michigan11m
7 readings
Course Focus10m
How to Succeed in This Course10m
Earning a Course Certificate10m
Help us learn more about you!10m
About the Professor10m
Syllabus10m
Suggested Readings10m
Week
2

Week 2

4 hours to complete

Prepare: Plan Your Negotiation Strategy

4 hours to complete
10 videos (Total 147 min), 4 readings, 1 quiz
10 videos
A Position Based or Interest Based Negotiation8m
A Dispute Resolution or Deal Making Negotiation?17m
Analyzing the Negotiation19m
Your BATNA in a Dispute Resolution Negotiation14m
Using Decision Trees to Complete Your BATNA Analysis9m
Cross-Cultural Negotiations16m
How to Handle Ethical Issues15m
General Ethical Standards14m
Using Agents in Negotiations17m
4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Assess Your Negotiating Style10m
Checklist of Ethical Standards and Guidelines10m
1 practice exercise
Show What You Know30m
Week
3

Week 3

3 hours to complete

Negotiate: Use Key Tactics for Success

3 hours to complete
9 videos (Total 96 min), 4 readings, 1 quiz
9 videos
Using Power in Negotiations15m
Introduction to Psychological Tools; Mythical Fixed Pie Assumption12m
Psychological Tools: Anchoring8m
Psychological Tools: Overconfidence12m
Psychological Tools: Framing7m
Psychological Tools: Availability5m
Psychological Tools: Escalation15m
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective10m
4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Developing Your Negotiating Power10m
Checklist of Psychological Tools10m
1 practice exercise
Show What You Know30m
Week
4

Week 4

2 hours to complete

Close: Create a Contract

2 hours to complete
6 videos (Total 76 min), 3 readings, 1 quiz
6 videos
Sources of Contract Law10m
Creating Contracts: The Agreement13m
Creating Contracts: Consideration and Legality8m
Creating Contracts: Writing Requirements19m
Business vs. Legal Objectives in Contracting17m
3 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Contract Law Checklist10m
1 practice exercise
Show What You Know30m

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