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Sue Robins, M.S. Ed.

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.

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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

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What's inside

Syllabus

What is Negotiation?
Influencing Factors and Considerations
You and Your Counterparts as Negotiators
Read more
Preparation, Planning and Implementation

Good to know

Know what's good
, what to watch for
, and possible dealbreakers
Taught by Sue Robins, M.S. Ed., who has authored several publications on negotiation
Examines many negotiation principles, including conflict management, power dynamics, and emotional intelligence
Explores various negotiation styles and helps learners understand their advantages and disadvantages
Reviews key negotiation theories and models, such as the Harvard Negotiation Project
Provides practical tips and techniques for effective negotiation, which may be useful in both professional and personal settings

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Reviews summary

Practical negotiation skills

Students say this online course on the art of negotiation is largely positive and engaging. Learners say Professor Sue Robins is knowledgeable and clear, but may rely too heavily on scripts. According to students, this course covers important negotiation concepts like researching, preparation, BATNA, listening, and building trust. However, reviews mention that quizzes can be difficult and irrelevant, and that some students prefer more visual aids like slides and examples.
The course covers important negotiation skills and concepts in detail.
"I learned some important concepts about negotiation."
Instructor Sue Robins is knowledgeable and explains concepts clearly.
"Sue Robins is an outstanding instructor."
"The professor explains really well and all the concepts are presented in a proper manner."
The course could benefit from more visual aids like slides and examples.
"I am very grateful for the opportunity to learn and the reading material offered, I will definitely read it all! The only suggestion I have is better organization in the delivery of the information."
"The professor explains really well and all the concepts are presented in a proper manner, even if in a very broad way."
"The topic is very important so highly appreciate the course and efforts. But the presenter was obviously reading strictly from a script, which is not very verbal-friendly."
Quizzes can be difficult and irrelevant to the course material.
"The quizzes are challenging and basic at the same time."
"it was a good course to learn and practice some basics of negotiations... this is something that you must practice in your work and your life but the course is good to give good bases, specially tha last module. Sometimes it can be boring because the video should use other materials and tools mroe than a ppt."

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 The Art of Negotiation with these activities:
Read 'Getting to Yes'
Gain insights from negotiation experts by reading this foundational book.
View Getting to Yes on Amazon
Show steps
  • Read the book thoroughly, taking notes on key concepts
  • Summarize the main ideas and techniques of the book
  • Apply the principles of the book to real-life negotiation scenarios
Join a negotiation discussion group
Engage with peers to share experiences, discuss negotiation strategies, and enhance your understanding.
Show steps
  • Find or create a negotiation discussion group
  • Participate actively in discussions, sharing your perspectives
  • Listen to and learn from the experiences and insights of others
Show all two activities

Career center

Learners who complete The Art of Negotiation will develop knowledge and skills that may be useful to these careers:
Negotiator
Negotiators represent their clients in negotiations, acting as intermediaries to facilitate agreements between two or more parties. The Art of Negotiation course can provide you with the negotiation skills necessary to successfully represent your clients, negotiate contracts, and resolve conflicts.
Mediator
Mediators help disputing parties reach a mutually acceptable agreement. They facilitate negotiations and help parties find common ground. The Art of Negotiation course can provide you with the negotiation skills necessary to successfully mediate disputes, resolve conflicts, and build consensus.
Lawyer
Lawyers advise clients on legal matters, represent them in court, and draft legal documents. The Art of Negotiation course can provide you with the negotiation skills necessary to successfully negotiate contracts, resolve disputes, and advocate for your clients' interests.
Venture Capitalist
Venture Capitalists provide funding to early-stage companies with high growth potential. They evaluate investment opportunities, negotiate deals, and provide strategic guidance. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for evaluating investment opportunities, negotiating deals, and managing relationships with entrepreneurs.
Supplier Relationship Manager
Supplier Relationship Managers manage relationships with suppliers, ensuring that the organization gets the best possible value for its money. They negotiate contracts, manage supplier performance, and resolve conflicts. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for managing supplier relationships, negotiating contracts, and resolving conflicts.
Purchasing Manager
Purchasing Managers are responsible for acquiring goods and services for their organizations. They negotiate contracts with suppliers, manage vendor relationships, and ensure that the organization gets the best possible value for its money. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for negotiating contracts with suppliers, managing vendor relationships, and resolving conflicts that may arise.
Investment Banker
Investment Bankers provide financial advice to companies and governments, helping them raise capital and make strategic decisions. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for negotiating deals with clients, managing relationships with investors, and resolving conflicts that may arise.
Human Resources Manager
Human Resources Managers are responsible for managing a company's human resources, including recruiting, hiring, training, and performance management. The Art of Negotiation course can help you develop the negotiation skills necessary to successfully negotiate contracts with employees, resolve conflicts, and manage employee relations.
Sales Manager
Sales Managers are responsible for leading and motivating their sales teams to achieve sales targets. They develop sales strategies, manage customer relationships, and negotiate contracts. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for managing your sales team, negotiating with customers, and resolving conflicts that may arise.
Consultant
Consultants provide expert advice and guidance to businesses on various issues. They help businesses identify and solve problems, improve efficiency, and develop strategies for growth. The Art of Negotiation course can help you develop the negotiation skills necessary to successfully manage client relationships, negotiate contracts, and resolve conflicts that may arise during consulting projects.
Project Manager
Project Managers plan, organize, and execute projects, ensuring that they are completed on time, within budget, and to the required quality standards. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for managing projects, negotiating contracts with vendors and suppliers, and resolving conflicts that may arise during the course of a project.
Customer Success Manager
Customer Success Managers are responsible for ensuring that customers are satisfied with a company's products or services. They work closely with customers to identify their needs, resolve issues, and build strong relationships. The Art of Negotiation course can help you develop the negotiation skills needed to effectively manage customer relationships, negotiate contracts, and resolve conflicts that may arise.
Manager
Managers are responsible for leading and motivating their teams to achieve company goals. They make decisions, allocate resources, and oversee day-to-day operations. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for managing your team, negotiating with clients and stakeholders, and resolving conflicts that may arise.
Entrepreneur
Entrepreneurs start and manage their own businesses, taking on the risks and rewards of business ownership. The Art of Negotiation course can provide you with valuable negotiation skills that will be essential for negotiating contracts with vendors, customers, and investors, as well as resolving conflicts that may arise during the course of business.
Analyst
Analysts provide insights into business operations, trends, and performance by collecting, analyzing, and interpreting data. The Art of Negotiation course can equip you with valuable negotiation skills that will assist you in analyzing and interpreting data from various sources to find meaningful patterns and trends. Understanding these trends will help you make sound recommendations to improve business operations.

Reading list

We've selected 34 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 The Art of Negotiation.
Provides a framework for negotiation that emphasizes building relationships and creating value. It valuable resource for anyone who wants to develop a more collaborative approach to negotiation.
Provides a comprehensive overview of the negotiation process. It valuable resource for anyone who wants to improve their negotiation skills.
Classic in the field of negotiation and provides a framework for understanding and resolving conflicts.
Provides a comprehensive overview of the negotiation process, from planning and preparation to implementation and follow-up. It valuable resource for anyone who wants to improve their negotiation skills.
Provides a practical framework for negotiation. It valuable resource for anyone who wants to improve their negotiation skills in business or personal life.
Provides a framework for understanding and developing emotional intelligence. It can help you to improve your communication skills, build relationships, and manage stress.
Provides a comprehensive overview of negotiation strategies and skills. It is particularly useful for those who want to learn more about the theory and practice of negotiation.
Provides insights into the psychology of persuasion and how it can be used in negotiation. It is particularly useful for those who want to understand how to influence others and get them to agree to their proposals.
Provides insights into the negotiation strategies of one of the world's most successful businessmen.
This ancient Chinese military treatise provides timeless wisdom on strategy and tactics. It can be applied to a wide range of situations, including negotiation.
Provides a cynical and ruthless guide to power. It can be helpful for understanding the dark side of negotiation.
This classic work of political philosophy provides insights into the nature of power and the art of statecraft. It can be a valuable resource for understanding the political aspects of negotiation.
Provides a practical guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills in business or personal life.
Provides a practical guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills in business or personal life.
This classic Japanese text on swordsmanship provides insights into the art of combat. It can be applied to a wide range of situations, including negotiation.
This ancient Indian scripture provides insights into the nature of life, death, and the soul. It can be a valuable resource for developing a spiritual perspective, which can be helpful in negotiation.
This collection of Buddhist teachings provides insights into the nature of suffering and the path to enlightenment. It can be a valuable resource for developing a compassionate perspective, which can be helpful in negotiation.
Provides a theoretical framework for negotiation. It valuable resource for anyone who wants to understand the negotiation process more deeply.
Provides inspiration and motivation for negotiators.
Provides a practical guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills in business or personal life.
Provides principles for personal and professional effectiveness, which can be applied to negotiation.
Provides a practical guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills in business or personal life.
This classic work of political philosophy provides insights into the nature of power and its role in negotiation.

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