Successful Negotiation: Essential Strategies and Skills
We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide.
Monthly Subscription Starting at AED 99 + VAT
- Level Foundation
- Duration 18 hours
- Course by University of Michigan
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Offered by
About
We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation: (1) Prepare: Plan Your Negotiation Strategy (2) Negotiate: Use Key Tactics for Success (3) Close: Create a Contract (4) Perform and Evaluate: The End Game To successfully complete this course and improve your ability to negotiate, you’ll need to do the following: (1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations! (2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at http://negotiationplanner.com/ . The course also includes an opportunity to use an interactive experience where you can test your negotiation skills before starting the live negotiation. (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material. Course Certificate You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo. Learn more about Certificates at: https://learner.coursera.help/hc/en-us/articles/209819053-Get-a-Course-Certificate This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: https://www.coursera.org/learn/negociacion/ To join the fully translated Portuguese version, visit this page: https://www.coursera.org/learn/negociacao Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish Created by: University of Michigan The course logo composite is shared with a Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) license, and was created using images provided courtesy of Flazingo Photos (http://bit.ly/1zOylRm) and K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432).
Modules
Introduction and Overview
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2
Videos
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7
Readings
2
Videos
- Course Goal and Game Plan
- Introduction to the University of Michigan
7
Readings
- Course Focus
- How to Succeed in This Course
- Earning a Course Certificate
- Help us learn more about you!
- About the Professor
- Syllabus
- Suggested Readings
Course Materials
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4
Readings
4
Readings
- After completing this module, you will be able to...
- Suggested Readings
- Assess Your Negotiating Style
- Checklist of Ethical Standards and Guidelines
Should I Negotiate? Position Based and Interest Based Negotiation
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2
Videos
2
Videos
- Should I Negotiate?
- A Position Based or Interest Based Negotiation
A Dispute Resolution or Deal Making Negotiation?
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1
Videos
1
Videos
- A Dispute Resolution or Deal Making Negotiation?
Analyzing the Negotiation
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1
Videos
1
Videos
- Analyzing the Negotiation
Best Alternative to a Negotiated Agreement
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2
Videos
2
Videos
- Your BATNA in a Dispute Resolution Negotiation
- Using Decision Trees to Complete Your BATNA Analysis
Cross-Cultural Negotiations
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1
Videos
1
Videos
- Cross-Cultural Negotiations
Ethical Issues and Standards
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2
Videos
2
Videos
- How to Handle Ethical Issues
- General Ethical Standards
Agents
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1
Videos
1
Videos
- Using Agents in Negotiations
Week 2 Quiz
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1
Assignment
1
Assignment
- Show What You Know
Course Materials
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4
Readings
4
Readings
- After completing this module, you will be able to...
- Suggested Readings
- Developing Your Negotiating Power
- Checklist of Psychological Tools
Getting to Know the Other Side and Using Power in Negotiations
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2
Videos
2
Videos
- Getting to Know the Other Side
- Using Power in Negotiations
Psychological Tools: Introduction and Mythical Fixed Pie Assumption
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1
Videos
1
Videos
- Introduction to Psychological Tools; Mythical Fixed Pie Assumption
Anchoring, Overconfidence, and Framing
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3
Videos
3
Videos
- Psychological Tools: Anchoring
- Psychological Tools: Overconfidence
- Psychological Tools: Framing
Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective
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3
Videos
3
Videos
- Psychological Tools: Availability
- Psychological Tools: Escalation
- Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective
Week 3 Quiz
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1
Assignment
1
Assignment
- Show What You Know
Course Materials
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3
Readings
3
Readings
- After completing this module, you will be able to...
- Suggested Readings
- Contract Law Checklist
About Contract Law
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2
Videos
2
Videos
- Perspectives on Contracts
- Sources of Contract Law
Creating Contracts
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3
Videos
3
Videos
- Creating Contracts: The Agreement
- Creating Contracts: Consideration and Legality
- Creating Contracts: Writing Requirements
Business vs. Legal Objectives in Contracting
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1
Videos
1
Videos
- Business vs. Legal Objectives in Contracting
Week 4 Quiz
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1
Assignment
1
Assignment
- Show What You Know
Course Materials
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3
Readings
3
Readings
- After completing this module, you will be able to...
- Suggested Readings
- Life Goals Analysis
Dispute Prevention
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1
Videos
1
Videos
- Dispute Prevention
ADR Concepts and Tools
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2
Videos
2
Videos
- ADR Concepts
- ADR Tools
Arbitration
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2
Videos
2
Videos
- Arbitration
- Arbitration (Conclusion)
Mediation
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2
Videos
2
Videos
- Mediation
- Mediation (Conclusion)
Contract Performance Review and Evaluation
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1
Videos
1
Videos
- Contract Performance Review and Evaluation
Week 5 Quiz
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1
Assignment
1
Assignment
- Show What You Know
Your Interactive Experience Negotiation: Negotiating with Investors
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3
Readings
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1
ExternalTool
1
External Tool
- ⭐ Interactive Experience: Negotiating with Investors
3
Readings
- During this exercise, you will...
- Negotiating with Investors: Practice Your Negotiation Skills in an Interactive Experience
- Post-Experience Survey Opportunity
Your Live Real Estate Negotiation: The House on Elm Street
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1
Videos
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4
Readings
1
Videos
- Introduction to Negotiation Exercise
4
Readings
- During this exercise, you will...
- Suggested Readings
- Tracy: Instructions and Confidential Information
- Pat: Instructions and Confidential Information
After Finishing your Live Negotiation: Debrief, Self-Assessment and Feedback
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7
Videos
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1
Readings
7
Videos
- Negotiation Debrief: Planning for Negotiation
- Negotiation Debrief: Planning for Negotiation (Conclusion)
- Negotiation Debrief: Negotiation Tactics
- Negotiation Debrief: Psychological Tools
- Negotiation Debrief: Psychological Tools (Conclusion)
- Negotiation Debrief: Creating and Performing the Contract
- Negotiation: Building a Larger Pie
1
Readings
- Self-Assessment and Feedback for the Other Side
Final Examination
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4
Readings
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1
Assignment
1
Assignment
- Final Exam
4
Readings
- Final Examination: Instructions and Honor Code
- Some important reminders
- Post-course Survey
- Keep Learning with Michigan Online!
Auto Summary
Embark on a journey to master the art of negotiation with the "Successful Negotiation: Essential Strategies and Skills" course, tailored for individuals seeking to excel in Business & Management. Offered by the prestigious University of Michigan, this course is crafted to enhance your negotiation capabilities, whether in personal dealings or in driving business success. Guided by an expert instructor, you'll delve into the four critical steps to a successful negotiation: 1. **Prepare**: Develop a robust negotiation strategy. 2. **Negotiate**: Implement key tactics for effective negotiations. 3. **Close**: Formulate and finalize contracts. 4. **Perform and Evaluate**: Assess and refine your negotiation outcomes. This comprehensive course spans 1080 minutes of engaging content, including interactive videos and practical exercises. You have the flexibility to pace your learning, either over a few weeks or through an immersive binge-watching experience. Gain hands-on experience by participating in live negotiations, using innovative planning tools and a free app to hone your skills. To complete the course, you must pass a final Mastery Exam, where you can attempt multiple times until you achieve an 80% score. Upon successful completion, you can earn a Course Certificate featuring the University of Michigan logo, providing formal recognition of your accomplishments. With subtitles available in multiple languages, including English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), and Spanish, this course is accessible to a global audience. Additionally, fully translated versions are available in Spanish and Portuguese. Ideal for beginners and those at a foundational level, this course is available through Coursera with flexible subscription options. Join the ranks of hundreds of thousands of learners who have rated this one of the most popular MOOCs and propel your negotiation skills to new heights.
George Siedel