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Negotiations

Maurice Schweitzer

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.

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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.

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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.
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Traffic lights

Read about what's good
what should give you pause
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

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Reviews summary

Practical negotiation skills and mindset

According to learners, this 'Negotiations' course offers a largely positive experience, praised for its practicality and immediate applicability to both professional and personal scenarios. Students highlight the instructor's phenomenal ability to simplify complex ideas and the well-structured modules that provide a solid foundation in negotiation principles. Many especially value the course's emphasis on mindset and emotional regulation, finding these insights transformative. While it provides actionable strategies and real-world scenarios, some more experienced learners noted the content could feel too academic or basic, suggesting it's potentially better suited for beginners or those seeking a foundational overview.
Includes practical exercises, though some desire more interactive practice.
"While mostly theory, the practical exercises helped solidify the concepts."
"I was hoping for more hands-on practice or case studies."
"My only minor suggestion would be to add more interactive role-playing exercises."
"The real-world scenarios were a definite plus for me."
Offers a solid foundation, but some advanced learners seek more depth.
"A solid foundation in negotiation principles."
"The course content is good, but it felt a bit too academic and theoretical at times. I was hoping for more hands-on practice."
"Honestly, I found this course a bit disappointing. The information presented was fairly basic... I expected more advanced strategies."
"It's a good intro, but not for intermediate learners."
Emphasizes crucial aspects like emotional control and mindset.
"I particularly appreciated... the focus on emotional intelligence."
"I loved the emphasis on mindset and emotional regulation."
"The modules on emotional control were particularly useful."
"Understanding how emotion influences negotiations was a key takeaway for me."
Instructor delivers complex ideas with clarity and valuable insight.
"The instructor is a fantastic lecturer."
"The instructor is phenomenal, simplifying complex ideas."
"The clarity of the lectures and the real-world application examples were outstanding."
"I appreciated the instructor's valuable insights."
Provides strategies readily applicable in real-world scenarios.
"This course was incredibly practical and immediately applicable to my professional life."
"This course provided me with actionable strategies for both work and personal situations."
"I feel much more equipped to handle challenging negotiations. Definitely a game-changer!"
"I learned how to apply the concepts directly to my recent salary negotiation."

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
Refresh and strengthen your communication and conflict resolution skills to enhance your negotiation abilities.
Browse courses on Communication
Show steps
  • 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'
Review a foundational book on negotiation to build a strong theoretical foundation before the course begins.
View Getting to Yes: Negotiating Agreement Without... on Amazon
Show steps
  • 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
Practice key negotiation techniques and strategies through role-playing exercises.
Browse courses on Negotiation
Show steps
  • 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
Expand to see all activities and additional details
Show all seven activities
Coursera Negotiation Tutorials
Supplement the course material with online tutorials to reinforce key concepts and techniques.
Browse courses on Negotiation
Show steps
  • 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
Engage with peers to discuss negotiation principles and exchange ideas and experiences.
Browse courses on Negotiation
Show steps
  • 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
Create a detailed analysis of a real-world negotiation to apply the principles learned in the course.
Browse courses on Negotiation
Show steps
  • 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
Apply your negotiation skills in a real-world setting by negotiating a contract or agreement.
Browse courses on Contract Negotiation
Show steps
  • 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
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.
See salaries and explore the career path for Diplomat
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
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.
See salaries and explore the career path for International Relations Specialist
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
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.
See salaries and explore the career path for Management Consultant
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.
See salaries and explore the career path for Labor Relations Specialist
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.
See salaries and explore the career path for Project Manager
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.
See salaries and explore the career path for Business Development Manager
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.
See salaries and explore the career path for Financial Analyst
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.
See salaries and explore the career path for Sales Manager
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.
See salaries and explore the career path for Marketing Manager
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.
See salaries and explore the career path for Human Resources Specialist
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

Reading list

We've selected ten books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Negotiations.
Cover image
Getting to Yes
Save
This classic book on negotiation provides a practical framework for achieving mutually beneficial agreements. It must-read for anyone who wants to learn how to negotiate effectively.
Getting to Yes
Paperback
Check
Getting to Yes
Kindle Edition
Check
Cover image
The Art of Negotiation
Save
Provides a comprehensive overview of the negotiation process, from planning and preparation to execution and follow-up. It valuable resource for anyone who wants to improve their negotiation skills.
The Art of Negotiation
Paperback
Check
The Art of Negotiation
Kindle Edition
Check
Cover image
The Executive Edge
Save
Provides insights into the role of emotions in negotiation. It valuable resource for anyone who wants to learn how to manage their emotions and build relationships during negotiations.
The Executive Edge: An Insider's Guide to...
Kindle Edition
$
Cover image
Persuasion
Save
Provides a framework for understanding the principles of persuasion. It valuable resource for anyone who wants to learn how to influence others and build consensus.
Persuasion: The Practice Of Influence: What...
Kindle Edition
$
Cover image
The Trusted Advisor: 20th Anniversary Edition
Save
Provides insights into the importance of trust in negotiation. It valuable resource for anyone who wants to learn how to build trust and credibility with others.
The Trusted Advisor: 20th Anniversary Edition
Paperback
$$
The Trusted Advisor: 20th Anniversary Edition
Kindle Edition
$$
Cover image
The Art of War
Save
This classic book on military strategy provides insights into the principles of negotiation. It valuable resource for anyone who wants to learn how to think strategically and outmaneuver their opponents.
The Art of War (Deluxe Hardbound Edition)...
Hardcover
$$
The Art Of War
Paperback
$
The Art of War
Paperback
$
The Art Of War
Kindle Edition
$
The Art Of War (Deluxe, Hardcover edition)
Hardcover
$
The Art of War: A Graphic Novel (Graphic Classics)
Hardcover
$$
The Art of War: Complete edition with original...
Paperback
$
The Art of War
Paperback
$$
The Art of War
Audible Audiobook
$
Cover image
Influence, New and Expanded
Save
Provides insights into the psychology of persuasion. It valuable resource for anyone who wants to learn how to influence others and build consensus.
Influence, New and Expanded: The Psychology of...
Hardcover
$$
(中文) Influence, New and Expanded: The Psychology of...
Paperback
$$
Cover image
Noise
Save
Provides insights into the psychology of decision-making. It valuable resource for anyone who wants to learn how to make better decisions in negotiation.
Noise: A Flaw in Human Judgment
Paperback
$$
(Español) Ruido: Un fallo en el juicio humano / Noise: A Flaw...
Hardcover
$$
(Français) Noise: Pourquoi nous faisons des erreurs de...
Kindle Edition
$$
By Daniel Kahneman Best Seller 2 Boks collection...
Paperback
$$
(Deutsch) Noise (German edition): Was unsere Entscheidungen...
Audible Audiobook
$$
Cover image
Emotional Agility
Save
Provides insights into the importance of emotional intelligence in negotiation. It valuable resource for anyone who wants to learn how to manage their emotions and build relationships during negotiations.
Emotional Agility: Get Unstuck, Embrace Change, and...
Hardcover
$$
(Español) AGILIDAD EMOCIONAL (Spanish Edition)
Paperback
$$
Emotional Agility, Grit: Why passion and resilience...
Paperback
$$$
(Português) Agilidade Emocional [Emotional Agility]: Abra sua...
Audible Audiobook
$$
Emotional Agility, Leader as Healer, Staring Down...
Paperback
$$
Emotional Agility: Get Unstuck, Embrace Change, and...
Kindle Edition
$$
Bargaining for Advantage
Save
Provides a more theoretical approach to negotiation, focusing on the underlying principles of bargaining. It valuable resource for anyone who wants to understand the science of negotiation.
Bargaining for Advantage: Negotiation Strategies...
Paperback
$$
Bargaining for Advantage: Negotiation Strategies...
Audio CD
$$
Bargaining for Advantage: Negotiation Strategies...
Kindle Edition
$

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Course image
Level
Introductory
Via
Coursera
Institution
University of Pennsylvania
Instructor
Maurice Schweitzer
Language
English
Transcripts
Español Français Português Deutsch Italiano 中文 العربية 한국어 日本語 हिंदी Nederlands Svenska Pусский Türkçe Polski Ελληνικά українська мова Bahasa Indonesia ไทย қазақша
Traffic lights
Read about what's good
what should give you pause
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
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