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Negotiations

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Negotiations

This course is part of Achieving Personal and Professional Success Specialization

Instructor: Maurice Schweitzer

12,167 already enrolled

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

67 reviews

Beginner level

No prior experience required

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

67 reviews

Beginner level

No prior experience required

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

9 assignments¹

AI Graded see disclaimer

Taught in English

91%

of learners achieved a positive career outcome

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This course is part of the Achieving Personal and Professional Success Specialization

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

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 4 modules in this course

In this course, you will learn crucial skills needed to understand the intricate dynamics that go into the process of negotiation, and how you can go into your negotiation confident and fully prepared.

You'll learn about the framework that goes into shaping a successful negotiation, in addition to gaining the knowledge that will allow you to adapt to rapidly changing circumstances. You'll also learn about emotional control, crafting questions to help you get the information that you need, and skills that will allow you to negotiate in any setting. You will also successfully learn how to navigate a negotiation through real-world exercises, and how to best work to build trust, diffuse anger, and make rational decisions based on the information at hand. Lastly, you will learn how to prepare to negotiate in any setting and use your skills to facilitate with teams and influence outcomes. By the end of this course, you’ll be able to utilize your newly acquired skills to successfully negotiate for employment, contracts, and in any part of your life. Within this course, you will end with the knowledge of how to craft a successful negotiation strategy and manage the conflict that can arise, as well as build trust.

Module details

In this module, you will learn the basic structure of every negotiation process. You will review the stages of a negotiation, and what steps you should take to prepare. You will also learn about how to exchange information effectively, and how the information exchange process can influence negotiated outcomes. You will also learn how best to exchange offers. You will reinforce these concepts through peer discussions and by completing an actual negotiation in a setting of your choice. By the end of this module, you will be able to think about negotiations systematically, and you will be better positioned to start and close a negotiation with any counterpart.

What's included

6 videos1 reading2 assignments1 peer review2 discussion prompts

6 videosTotal 82 minutes

Introduction to Negotiations9 minutes
Stages of Negotiation & Preparation14 minutes
Preparation Continued18 minutes
Exchange of Information14 minutes
Exchange of Offers12 minutes
Closing A Negotiation15 minutes

1 readingTotal 30 minutes

Module 1 Slides30 minutes

2 assignmentsTotal 60 minutes

Practice Quiz #130 minutes
Module 130 minutes

1 peer reviewTotal 60 minutes

Actual Negotiation Write-Up60 minutes

2 discussion promptsTotal 20 minutes

Active Listening Exercise10 minutes
Negotiation Planning10 minutes

In this module, you will learn foundational concepts to improve your negotiation outcomes. You will learn about implicit beliefs and how they can affect your mindset prior to a negotiation. You will also learn about the Zone of Agreement, and how perceptions of the bargaining zone impact your first offer and bargaining position. Next, you will discover ways to use leverage in your negotiations, and how to add issues to make any negotiation more integrative. You will then discover ways to ask questions—and to listen to answers—to increase the likelihood that you will gain information. Finally, we will integrate key lessons to the applied context of employment negotiations. By the end of this module, you will have gained insight into how implicit beliefs influence your ability to succeed in a negotiation, how to add issues and use leverage, and how to best ask questions to gather the information that you need.

What's included

9 videos2 readings3 assignments1 peer review1 discussion prompt

9 videosTotal 85 minutes

Implicit Beliefs6 minutes
Zone of Agreement, First Offers & Bargaining9 minutes
Goods vs. Services10 minutes
Issues, Leverage, & Creating Value10 minutes
Judgment21 minutes
What Questions Do5 minutes
How to Ask Questions5 minutes
How to Answer Questions6 minutes
Negotiation Context: Employment Negotiations11 minutes

2 readingsTotal 40 minutes

INB Scale10 minutes
Module 2 Slides30 minutes

3 assignmentsTotal 90 minutes

Judgment Survey30 minutes
Practice Quiz #230 minutes
Module 230 minutes

1 peer reviewTotal 60 minutes

Actual Negotiation Write Up #260 minutes

1 discussion promptTotal 10 minutes

Asking Questions Exercise10 minutes

In this module, you will learn how to contend with deception, a prevalent challenge in nearly every negotiation context. Next, you will learn about ethics and trust in negotiation. You will learn how to build trust and in whom you should place your trust. You will also gain insight into your own personality by completing the guilt-proneness scale, and learn how guilt-proneness influences negotiations. You will learn about power dynamics, time pressure, and how to manage teams in negotiations. By the end of this module, you will have learned how to detect and counter deception, gained insight into your own guilt-proneness, how to build trust, and how power and time pressure shape negotiation outcomes.

What's included

9 videos1 reading2 assignments1 discussion prompt

9 videosTotal 70 minutes

Deception6 minutes
Your Own Ethics7 minutes
Detecting Deception9 minutes
Decrease the Likelihood of Being Deceived6 minutes
Trust8 minutes
Whom Should You Trust?5 minutes
Time Pressure10 minutes
Threats9 minutes
Teams10 minutes

1 readingTotal 30 minutes

Module 3 Slides30 minutes

2 assignmentsTotal 60 minutes

Practice Quiz #330 minutes
Module 330 minutes

1 discussion promptTotal 10 minutes

Guilt Proneness Scale10 minutes

In this module, you will learn how emotion influences negotiations. You will first learn about emotional regulation and how different emotional states influence how we interact with others. Next, you will learn how to manage and deal with anxiety before and during the negotiation process, as well as how to diffuse anger when dealing with a counterpart. Lastly, you will learn how to use humor to build relationships. By the end of this module, you will understand how recognizing and regulating emotion can make you more successful in any negotiation. By understanding how to use humor, diffuse anger, and manage your own emotions, you will become a far more effective negotiator.