The Art of Negotiation

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Beschreibung

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About this course: 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…

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Noch nicht den perfekten Kurs gefunden? Verwandte Themen: Argumentieren, Präsentationen & Vorträge, Persönliche Präsentation & Wirkung, Rhetorik und Sprechtraining.

When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: 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

Created by:  University of California, Irvine
  • Taught by:  Sue Robins, M.S. Ed., Instructor, University of California, Irvine Extension

    University of California, Irvine Extension
Basic Info Course 6 of 10 in the Career Success Specialization Commitment 4-8 hours of videos, readings, and quizzes Language English, Subtitles: Vietnamese, Spanish How To Pass Pass all graded assignments to complete the course. User Ratings 4.2 stars Average User Rating 4.2See what learners said Coursework

Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.

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University of California, Irvine Since 1965, the University of California, Irvine has combined the strengths of a major research university with the bounty of an incomparable Southern California location. UCI’s unyielding commitment to rigorous academics, cutting-edge research, and leadership and character development makes the campus a driving force for innovation and discovery that serves our local, national and global communities in many ways.

Syllabus


WEEK 1


What is Negotiation?



2 videos, 4 readings expand


  1. Reading: About this Course
  2. Reading: Please Take this Survey
  3. Reading: Resources
  4. Reading: Module 1 Lecture Slides
  5. Video: 1.1 Introduction to Negotiation
  6. Video: 1.2 What is Negotiation?

Graded: Review

WEEK 2


Influencing Factors and Considerations



3 videos, 1 reading expand


  1. Video: 2.1 Factors That Influence How a Negotiation Proceeds
  2. Video: 2.2 Negotiation Strategy
  3. Video: 2.3 Value, Fairness, and Successful Outcomes
  4. Reading: Module 2 Lecture Slides

Graded: Review

WEEK 3


You and Your Counterparts as Negotiators



3 videos, 1 reading expand


  1. Video: 3.1 Traits of Negotiators
  2. Video: 3.2 Behaviors that Make a Difference
  3. Video: 3.3 Behavior Traits of Successful Negotiators
  4. Reading: Module 3 Lecture Slides
  5. Peer Review: Optional Peer Review: Practice Your Negotiation Skills

Graded: Review

WEEK 4


Preparation, Planning and Implementation



6 videos, 3 readings expand


  1. Video: 4.1 Making Offers
  2. Video: 4.2 Framework Agreement
  3. Video: 4.3 Best Alternative to a Negotiated Agreement
  4. Video: 4.4 Developing Options for Negotiation
  5. Video: 4.5 Best Practices of Negotiation
  6. Reading: Module 4 Lecture Slides
  7. Video: Guest Speaker: Best Practices in Negotiation in Business
  8. Reading: Course Wrap-Up
  9. Reading: End of Course Survey

Graded: Review

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