About this Course
4.7
4,993 ratings
1,205 reviews
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 14 hours to complete

Suggested: 7 weeks of study, 75 minutes/week...
Available languages

English

Subtitles: English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish...

Skills you will gain

Strategic NegotiationsCommunicationNegotiationDecision Tree
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 14 hours to complete

Suggested: 7 weeks of study, 75 minutes/week...
Available languages

English

Subtitles: English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish...

Syllabus - What you will learn from this course

Week
1
Hours to complete
2 hours to complete

Welcome to Successful Negotiation!

Through this course you'll learn and practice the strategies and skills that will help you become a successful negotiator in your personal life and business transactions. After completing this module, you'll be able to state the four key stages of negotiation and what you need to do successfully complete this course. ...
Reading
2 videos (Total 24 min), 7 readings
Video2 videos
Introduction to the University of Michigan11m
Reading7 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
Hours to complete
3 hours to complete

Prepare: Plan Your Negotiation Strategy

This module focuses on the first step in the negotiation process - planning for a negotiation. One critical component you'll learn is how to complete a negotiation analysis to set you up for success....
Reading
10 videos (Total 147 min), 4 readings, 1 quiz
Video10 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
Reading4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Assess Your Negotiating Style10m
Checklist of Ethical Standards and Guidelines10m
Quiz1 practice exercise
Show What You Know20m
Week
3
Hours to complete
3 hours to complete

Negotiate: Use Key Tactics for Success

This module focuses on two especially important topics: (1) how to use power during negotiations and (2) psychological tools that you can use during negotiations. Keep a paper and pencil handy, as you'll be participating in several experiments as watch these videos!...
Reading
9 videos (Total 96 min), 4 readings, 1 quiz
Video9 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
Reading4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Developing Your Negotiating Power10m
Checklist of Psychological Tools10m
Quiz1 practice exercise
Show What You Know20m
Week
4
Hours to complete
2 hours to complete

Close: Create a Contract

This module focuses on the negotiation that takes place in a business deal after reaching an initial agreement – the negotiation to create a binding contract. Among other things, you'll learn to decide if you need a lawyer or can act as your own for contract creation. However, the videos should not be construed as providing legal advice. ...
Reading
6 videos (Total 76 min), 3 readings, 1 quiz
Video6 videos
Sources of Contract Law10m
Creating Contracts: The Agreement13m
Creating Contracts: Consideration and Legality8m
Creating Contracts: Writing Requirements19m
Business vs. Legal Objectives in Contracting17m
Reading3 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Contract Law Checklist10m
Quiz1 practice exercise
Show What You Know20m
4.7
1,205 ReviewsChevron Right
Career direction

24%

started a new career after completing these courses
Career Benefit

21%

got a tangible career benefit from this course
Career promotion

12%

got a pay increase or promotion

Top Reviews

By ABMar 9th 2017

Probably the best course videos Ive come across. Professor George I believe is an amazing teacher...the way he gets the concept across to students by simple and constant examples is worth mentioning..

By YTSep 18th 2015

This is one of the best and enlightening MOOC I have taken and I already start reaping the benefit. I encourage everyone who is serious about his/her career to consider this course!\n\nYannick Kounga

Instructor

Avatar

George Siedel

Williamson Family Professor of Business Administration and Thurnau Professor of Business Law

About University of Michigan

The mission of the University of Michigan is to serve the people of Michigan and the world through preeminence in creating, communicating, preserving and applying knowledge, art, and academic values, and in developing leaders and citizens who will challenge the present and enrich the future....

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, 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.

More questions? Visit the Learner Help Center.