HH
5.0Reviewed Sep 11, 2020
Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.
The Art of Negotiation
The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session. Upon completing this course, you will be able to: 1. Learn about the nature of negotiation and how it differs from selling 2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation 3. Explain the role of authority and how to address it in negotiations 4. Explain the role of power in negotiations and how to address power inequities 5. Explain the positive and negative influences of empowerment 6. Learn the different “stances” or negotiation styles negotiators might adopt 7. Demonstrate the factors that influence which negotiation style is implemented 8. Describe the personal and behavioral characteristics of an effective negotiator 9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator 10. Assess your own values and personal style and how they affect the negotiation process 11. Learn about the critical importance of planning and preparation in the negotiation process
Status: General Sales Practices
Status: Planning
Course7 hours
Featured reviews
CM
5.0Reviewed Oct 20, 2020
Good overview of negotiation. I liked that the instructor gave an outline of what she would cover in each video, covered each topic and then gave a summary of what was covered.
VU
4.0Reviewed Sep 9, 2015
Best short and brief video as well as presentations. It helped me lot to learn new styles and approches towards "negotiations" which is part of daily life these days. Thanks to the team and Coursera.
DR
4.0Reviewed Feb 15, 2019
Excellent course with great insights about the often tense and difficult world of negotiations. Only thing I think that could have made this course better would be to have some case studies.
AE
5.0Reviewed Dec 28, 2020
This course helped me to think more thoroughly about the elements of successful negotiation. I intend to incorporate ideas from this course into my practice of negotiation on the job going forward.
DD
4.0Reviewed Jul 1, 2020
This course made the material easy to find. The only issue is being able to take the quiz 8 hours after you failed it. I think that is a bit excessive but other than that I enjoyed it.
PM
4.0Reviewed Jun 3, 2022
Good points to consider. I was happy this wasn't focused on general coaching in the lines of "go get them", but rather on practical action items such as preparing data
VL
4.0Reviewed Sep 26, 2015
Great course! Summarized the experiences I had on actual negotiation. Also provided good tips, hint and resources for further study to improve my negotiation skills.
A
5.0Reviewed Nov 12, 2023
The course is quite focussed, intuitive and very well organised . It touches almost all the subtle points being used in a negotiation. I learnt a lot . Thank you.
CM
5.0Reviewed Nov 15, 2020
This is such a perfect course for negotiations generally in business as well in every other aspect of life .It teaches of so many key things in life including listening skills amongst others
DL
5.0Reviewed Mar 2, 2021
Amazing course. I was able to successfully negotiate my first business deal (on the first offer) using the principles taught in this course. It's worth taking.
VL
5.0Reviewed Dec 2, 2018
helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!