Negotiations from Coursera

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.

What's inside

Syllabus

Module 1 – Framework

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.

Module 2 – Negotiation Fundamentals

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.

Module 3 – Negotiation Dynamics

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.

Module 4 –Negotiator Mindset

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.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Suitable for professionals who want to improve their negotiating skills in various settings

Instructor Maurice Schweitzer is recognized for his expertise in negotiation

Covers a wide range of negotiation dynamics and challenges, making it relevant for different industries

Develops foundational negotiation skills, making it suitable for beginners

Provides opportunities for practical application through exercises and simulations

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Negotiations with these activities:

Review Basic Communication and Conflict Resolution Skills

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Refresh and strengthen your communication and conflict resolution skills to enhance your negotiation abilities.

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Review communication principles, such as active listening and empathy.
Identify common conflict resolution techniques and practice applying them.
Seek feedback on your communication and conflict resolution skills from peers or a mentor.

Read and summarize 'Getting to Yes: Negotiating Agreement Without Giving In'

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Review a foundational book on negotiation to build a strong theoretical foundation before the course begins.

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Read the book attentively and take notes on the key concepts of negotiation.
Summarize each chapter in your own words to reinforce your understanding.
Identify real-life examples of negotiation situations and apply the concepts you learned.

Negotiation Role-Playing Exercises

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Practice key negotiation techniques and strategies through role-playing exercises.

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Choose a negotiation scenario relevant to your interests.
Assign roles and prepare your opening statements.
Engage in the role-play, practicing active listening, empathy, and persuasion.
Reflect on the exercise and identify areas for improvement.

Four other activities

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Coursera Negotiation Tutorials

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Supplement the course material with online tutorials to reinforce key concepts and techniques.

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Identify specific topics or skills you want to enhance.
Search for Coursera tutorials that cover those topics.
Follow the tutorials, taking notes and applying the techniques.

Negotiation Discussion Groups

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Engage with peers to discuss negotiation principles and exchange ideas and experiences.

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Form or join a discussion group with fellow students.
Choose topics related to negotiation that you want to explore.
Prepare for the discussion by reviewing course material and researching the topic.
Participate actively in the discussion, sharing your perspectives and listening to others.

Develop a Negotiation Case Study

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Create a detailed analysis of a real-world negotiation to apply the principles learned in the course.

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Select a negotiation case that interests you and aligns with the course content.
Research the case thoroughly, gathering information from multiple perspectives.
Analyze the case using the negotiation principles and techniques you've learned.
Prepare a written report that presents your analysis and insights.

Negotiate a Contract or Agreement for a Personal or Professional Purpose

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Apply your negotiation skills in a real-world setting by negotiating a contract or agreement.

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Identify a situation where you need to negotiate a contract or agreement.
Prepare thoroughly by researching the topic, gathering information, and setting your goals.
Engage in the negotiation process, using the techniques learned in the course.
Reflect on the negotiation and identify areas for further improvement.

Career center

Learners who complete Negotiations will develop knowledge and skills that may be useful to these careers:

Lawyer

Negotiation is at the core of a lawyer's responsibilities, regardless of legal specialty. This course will provide you with a framework for understanding the psychological, ethical, and practical elements of negotiation, allowing you to prepare adequately for your own negotiations. Furthermore, by understanding the range of strategies and tactics used in negotiation, this course will aid you in assessing and challenging the arguments of your counterparts.

See salaries and explore the career path for Lawyer

Investment Banker

This course will provide you with a comprehensive foundation in the art and science of negotiation, equipping you to manage complex negotiations. You'll learn how to create value, build consensus, and close deals. The skills you learn will be directly applicable to the challenging and demanding field of investment banking.

See salaries and explore the career path for Investment Banker

Mediator

Mediators play a crucial role in resolving disputes between parties. This course will teach you the essential skills of negotiation and conflict resolution, providing you with the tools you need to facilitate productive dialogue and help parties reach mutually acceptable agreements.

See salaries and explore the career path for Mediator

Diplomat

Diplomats are responsible for representing their country's interests abroad. This course will provide you with a comprehensive understanding of the principles and practices of negotiation and conflict resolution, empowering you to effectively represent your country and build strong international relationships.

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International Relations Specialist

International Relations Specialists analyze and interpret global events and trends, and advise governments and organizations on foreign policy. This course will provide you with a deep understanding of the principles and practices of negotiation and conflict resolution, empowering you to effectively engage with foreign governments and organizations and promote international cooperation.

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Management Consultant

In the management consulting profession, negotiation is the backbone of successful strategic decision-making. Consultants work with clients to identify and implement complex organizational solutions that require navigating disparate stakeholders and requirements to reach the best possible outcome. This course will teach you how to assess a negotiation and craft plans to account for a spectrum of possible outcomes. It will also help you to build a foundation in how to effectively influence and persuade others, a necessary soft skill for any Management Consultant.

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Arbitrator

Arbitrators are responsible for making binding decisions in disputes between parties. This course will provide you with a deep understanding of the principles and practices of negotiation and conflict resolution, empowering you to make fair and impartial decisions.

See salaries and explore the career path for Arbitrator

Labor Relations Specialist

Labor Relations Specialists manage the relationship between employers and unions. This course will teach you how to effectively negotiate and manage labor agreements and grievances, helping you to prevent and resolve disputes and maintain harmonious relationships between labor and management.

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Project Manager

Negotiation is a core element of managing a project, as the ability to effectively coordinate the efforts of diverse team members is critical to successful task completion. This course will provide you with a comprehensive framework for understanding all stages of the negotiation process, and will help you build a foundation for dealing with conflict and building consensus.

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Business Development Manager

Negotiation is a critical component of business development, which involves cultivating relationships and partnerships to help organizations increase their revenue. You will gain a foundation in different types of negotiation and methods to build productive relationships with clients and partners.

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Financial Analyst

Negotiation is an important component of the financial industry, as it is involved at every stage of dealmaking and investment. This course will provide you with the tools you need to assess a negotiation, craft plans to account for a spectrum of possible outcomes, and build a foundation in how to effectively influence and persuade others. These skills will prove invaluable in the field of finance.

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Sales Manager

Sales Managers are responsible for directing an organization's sales force, which involves duties such as setting targets, managing budgets, and ensuring that the sales team meets performance goals. With a foundation in negotiation, you will be better equipped to effectively manage a variety of stakeholders, including customers, vendors, and internal teams.

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Marketing Manager

A background in negotiation will help you effectively interact with vendors, customers, and internal stakeholders. It will also help you to develop marketing campaigns that more effectively persuade your target audience to take action.

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Human Resources Specialist

Negotiation is a central aspect of labor relations and human resources management. While Human Resources Specialists are responsible for a variety of functions in support of a company's employees, a background in negotiation is essential to cultivate positive relationships and partnerships and to effectively address matters pertaining to employee relations and wellbeing. This course will provide the skills needed to acclimate to this important part of the HR profession.

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Strategic Planner

Strategic Planners are tasked with developing organizational strategy and are therefore involved with managing various elements of a company's operations. This course will provide you with the communication and negotiation skills necessary to devise and execute a successful vision.

See salaries and explore the career path for Strategic Planner