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The Art of Negotiation

This course is a part of Career Success, a 10-course Specialization series 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

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University of California, Irvine

Rating 4.1 based on 147 ratings
Length 5 weeks
Effort 4-8 hours of videos, readings, and quizzes
Starts Sep 23 (4 weeks ago)
Cost $35
From University of California, Irvine via Coursera
Instructor Sue Robins, M.S. Ed.
Download Videos On all desktop and mobile devices
Language English
Subjects Business
Tags Business Business Essentials

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What people are saying

According to other learners, here's what you need to know

very informative in 4 reviews

los temas son muy interesantes Very informative for expanding my skills and terminology.

Useful Course, very informative.

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real life in 3 reviews

Very informative and useful course, however the test questions are nor realistic only for one answer, I mean that there are many alternative answers in the test that will be correct in real life.

Lots of information repeat but almost no real life example/role play/videos.

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very helpful in 3 reviews

I found it very helpful in the current area of work.

i didnt like the way of teaching It is very helpful course that increase my knowledge alot Great course!!

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Careers

An overview of related careers and their average salaries in the US. Bars indicate income percentile.

Effective Behavior and Instructional Support Services (EBISS) Coordinator $34k

Personal Aide $35k

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Personal Banker 1 2 3 $44k

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Personal Trainer 5 $61k

Personal Insurance $61k

Negotiation Support Analyst Contractor $70k

Personal Caretaker $71k

Advisor & Negotiation Trainer $73k

Effective Parenting & Dental Managed Care Program Planner $100k

Personal Setup $103k

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Coursera

&

University of California, Irvine

Rating 4.1 based on 147 ratings
Length 5 weeks
Effort 4-8 hours of videos, readings, and quizzes
Starts Sep 23 (4 weeks ago)
Cost $35
From University of California, Irvine via Coursera
Instructor Sue Robins, M.S. Ed.
Download Videos On all desktop and mobile devices
Language English
Subjects Business
Tags Business Business Essentials

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