The Art of Negotiation from Coursera

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

What's inside

Syllabus

What is Negotiation?

Influencing Factors and Considerations

You and Your Counterparts as Negotiators

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

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'

Show steps

Gain insights from negotiation experts by reading this foundational book.

View Getting to Yes on Amazon

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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

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Engage with peers to share experiences, discuss negotiation strategies, and enhance your understanding.

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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.

See salaries and explore the career path for Negotiator

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.

See salaries and explore the career path for Mediator

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.

See salaries and explore the career path for Lawyer

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.

See salaries and explore the career path for Venture Capitalist

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.

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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.

See salaries and explore the career path for Purchasing Manager

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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

See salaries and explore the career path for Analyst