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The Art of Negotiation
  • Level Foundation
  • المدة 7 ساعات hours
  • الطبع بواسطة University of California, Irvine
  • Offered by

عن

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

الوحدات

Course Overview

    • 3 Readings
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3 Readings

  • About this Course
  • Please Take this Survey
  • Resources

Introduction

    • 2 Videos
    • 1 Readings
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2 Videos

  • 1.1 Introduction to Negotiation
  • 1.2 What is Negotiation?

1 Readings

  • Module 1 Lecture Slides

Review

    • 1 Assignment
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1 Assignment

  • Review

Influencing Factors and Considerations

    • 3 Videos
    • 1 Readings
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3 Videos

  • 2.1 Factors That Influence How a Negotiation Proceeds
  • 2.2 Negotiation Strategy
  • 2.3 Value, Fairness, and Successful Outcomes

1 Readings

  • Module 2 Lecture Slides

Review

    • 1 Assignment
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1 Assignment

  • Review

You and Your Counterparts as Negotiators

    • 3 Videos
    • 1 Readings
    • 1 PeerReview
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1 Peer Review

  • Optional Peer Review: Practice Your Negotiation Skills

3 Videos

  • 3.1 Traits of Negotiators
  • 3.2 Behaviors that Make a Difference
  • 3.3 Behavior Traits of Successful Negotiators

1 Readings

  • Module 3 Lecture Slides

Review

    • 1 Assignment
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1 Assignment

  • Review

Preparation, Planning and Implementation

    • 6 Videos
    • 1 Readings
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6 Videos

  • 4.1 Making Offers
  • 4.2 Framework Agreement
  • 4.3 Best Alternative to a Negotiated Agreement
  • 4.4 Developing Options for Negotiation
  • 4.5 Best Practices of Negotiation
  • Guest Speaker: Best Practices in Negotiation in Business

1 Readings

  • Module 4 Lecture Slides

Review

    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Review

2 Readings

  • Course Wrap-Up
  • End of Course Survey

Auto Summary

Unlock the secrets of successful negotiation with "The Art of Negotiation," a comprehensive course in Business & Management designed to enhance your negotiation skills across various professional and personal scenarios. Guided by expert instructors from Coursera, this foundational course offers deep insights into the strategies and tactics that define effective negotiation. Over the span of 420 minutes, you will delve into key aspects of negotiation, including the distinction between negotiation and selling, the core doctrines and barriers, and the influence of power, authority, and empowerment in the negotiation process. The course also covers different negotiation styles, the role of emotional intelligence, and the critical importance of meticulous planning and preparation. Ideal for professionals at all levels seeking to sharpen their negotiation skills, this course provides practical knowledge and techniques to help you become a more effective negotiator. Choose from flexible subscription options—Starter and Professional—to suit your learning needs. Elevate your negotiation capabilities and achieve better outcomes in your professional and personal life with "The Art of Negotiation."

Sue Robins, M.S. Ed.
Instructor

Sue Robins, M.S. Ed.