Successful Negotiation: Essential Strategies and Skills from edX

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement.

I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation:

(1) Prepare: Plan Your Negotiation Strategy

(2) Negotiate: Use Key Tactics for Success

(3) Close: Create a Contract

(4) Perform and Evaluate: The End Game

To successfully complete this course and improve your ability to negotiate, you’ll need to do the following:

(1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations!

(2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at http://negotiationplanner.com/

(3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material.

Course Certificate

You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course.

Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish

Created by: University of Michigan

What's inside

Learning objectives

In the course, you’ll learn about and practice the four steps to a successful negotiation:
(1) prepare: plan your negotiation strategy
(2) negotiate: use key tactics for success

(3) close: create a contract
(4) perform and evaluate: the end game

In the course, you’ll learn about and practice the four steps to a successful negotiation:
(1) prepare: plan your negotiation strategy
(2) negotiate: use key tactics for success
(3) close: create a contract
(4) perform and evaluate: the end game

Syllabus

Week 1 Welcome to Successful Negotiation!

Introduction and Overview

Week 2 Prepare: Plan Your Negotiation Strategy

Should I Negotiate?

Position Based and Interest Based Negotiation

A Dispute Resolution or Deal Making Negotiation?

Analyzing the Negotiation

Best Alternative to a Negotiated Agreement

Cross-Cultural Negotiations

Ethical Issues and Standards

Agents

Week 3 Negotiate: Use Key Tactics for Success

Getting to Know the Other Side and Using Power in Negotiations

Psychological Tools: Introduction and Mythical Fixed Pie Assumption

Anchoring, Overconfidence, and Framing

Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective

Week 4 Close: Create a Contract

About Contract Law

Creating Contracts

Business vs. Legal Objectives in Contracting

Week 5 Perform and Evaluate: The End Game

Dispute Prevention

ADR Concepts and Tools

Arbitration

Mediation

Contract Performance Review and Evaluation

Week 6 Practice Your Negotiation Skills

Your Negotiation Exercise

Planning for Negotiation and Negotiation Tactics

Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie

Week 7 Final Examination

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Develops core business negotiation skills, which are widely applicable and foundational

Covers psychological principles and tools, which have applications beyond business negotiations

Offers interactive negotiation exercises, improving engagement and student learning

Provides negotiation planning tools and resources outside the course platform, enhancing practical application

Reviews summary

Effective negotiation skills

Learners say this course in negotiation is great and provides essential strategies and skills that can be used in daily life. The professor is described as great and the course is said to be a valuable use of time.

The professor for this course is described as great by learners.

"The professor is just Great."

Learners say this course is highly effective in teaching negotiation skills.

"Great class. It has putting me into different view of negotiation and can apply into other daily life activities."

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 Successful Negotiation: Essential Strategies and Skills with these activities:

Follow Negotiation Tutorials

Show steps

Supplement your learning by following guided tutorials on negotiation principles and techniques.

Browse courses on Negotiation Techniques

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Identify reputable sources offering negotiation tutorials.
Watch or read the tutorials, taking notes on key concepts.
Practice applying the techniques in real-life situations.

Join a Negotiation Study Group

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Enhance your learning by collaborating with peers, sharing insights, and practicing negotiations.

Browse courses on Negotiation Skills

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Find or create a study group with like-minded individuals.
Set regular meeting times to discuss negotiation concepts.
Role-play negotiations and provide constructive feedback.
Share resources and insights on negotiation strategies.

Read 'Negotiation Genius'

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Enhance your negotiation knowledge and strategies by studying a seminal work in the field.

View I Moved Your Cheese on Amazon

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Read and summarize key chapters.
Identify insights and techniques that resonate with you.
Apply these learnings in your own negotiations.

Four other activities

Expand to see all activities and additional details

Show all seven activities

Practice Negotiation Skills

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Develop your negotiation skills through deliberate, repetitive exercises.

Browse courses on Negotiation Tactics

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Identify a challenging negotiation scenario.
Research negotiation tactics and strategies.
Role-play the negotiation, practicing different approaches.
Evaluate your performance and identify areas for improvement.

Create a Negotiation Plan

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Develop a comprehensive negotiation plan to guide your decision-making and improve your chances of success.

Show steps

Define your negotiation goals and objectives.
Research the other party and their interests.
Identify potential negotiation strategies and tactics.
Draft a negotiation plan outlining your approach.

Attend a Negotiation Workshop

Show steps

Acquire advanced negotiation skills and strategies by attending a specialized workshop.

Browse courses on Negotiation Techniques

Show steps

Research and identify reputable negotiation workshops.
Attend the workshop, actively participate, and take notes.
Implement the learned techniques and strategies in your own negotiations.

Negotiate a Real-World Deal

Show steps

Put your negotiation skills to the test by embarking on a real-world negotiation project.

Browse courses on Negotiation Skills

Show steps

Identify a suitable negotiation scenario.
Prepare thoroughly by researching and planning your strategy.
Negotiate the deal, applying your knowledge and skills.
Reflect on the negotiation process and identify areas for improvement.

Career center

Learners who complete Successful Negotiation: Essential Strategies and Skills will develop knowledge and skills that may be useful to these careers:

Lawyer

In the US, attending law school and passing the bar exam is a requirement for becoming a Lawyer. As a Lawyer, you will provide legal advice on negotiations and draft legal agreements. Negotiation skills are essential for Lawyers. This course, Successful Negotiation: Essential Strategies and Skills, is highly rated and has helped hundreds of thousands of learners worldwide. The main topics covered in the course are preparing, negotiating, closing, and performing a negotiation. Each of these elements is critical to a Lawyer's day-to-day work, which is why this course is a great investment for anyone looking to pursue a career in law.

See salaries and explore the career path for Lawyer

Business Manager

A Business Manager provides guidance to help businesses of various sizes operate and perform at their highest ability, including advising on negotiations with potential clients, partners, and vendors. This course, Successful Negotiation: Essential Strategies and Skills, offers negotiation tips and tactics that Business Managers can use in their day-to-day business dealings. A Mastery Exam is part of the course, so by taking this course you can expect to demonstrate your mastery of the material you learn.

See salaries and explore the career path for Business Manager

Investment Banker

Investment Bankers provide consulting services to governments and companies on mergers, acquisitions, or divestitures. This course, Successful Negotiation: Essential Strategies and Skills, provides training on preparing for negotiations, performing successful negotiations, and closing a contract. As an Investment Banker, you will be performing these tasks on behalf of your clients. The course is self-paced and Mastery Exam allows you to take the exam multiple times in order to test your understanding of the course material.

See salaries and explore the career path for Investment Banker

Sales Manager

As a Sales Manager, the primary focus is to negotiate the best deals, which means having strong negotiation skills. This course, Successful Negotiation: Essential Strategies and Skills, will help you develop negotiation strategies and techniques so you can maximize the benefits of every negotiation. The course is self-paced and offers an optional Course Certificate upon completion of the final exam. Many learners go on to earn a Course Certificate to showcase their new negotiation skills.

See salaries and explore the career path for Sales Manager

Recruiter

Recruiters negotiate the terms and conditions of employment for new hires. This course, Successful Negotiation: Essential Strategies and Skills, teaches the four key steps to successful negotiations: preparing, negotiating, closing, and performing and evaluating.

See salaries and explore the career path for Recruiter

Project Manager

Project Managers facilitate communications and negotiate between project team members and stakeholders. This course, Successful Negotiation: Essential Strategies and Skills, is a highly rated course that has helped thousands of learners worldwide improve their negotiation skills. You will learn how to prepare for negotiations, negotiate using key tactics for success, close a negotiation with a written contract, and perform and evaluate the contract throughout the lifecycle of a project.

See salaries and explore the career path for Project Manager

Consultant

Consultants provide expert advice to organizations on various business issues, including negotiation strategies and tactics. This course, Successful Negotiation: Essential Strategies and Skills, will help you develop the negotiation skills you need to be successful in this field. The course is self-paced and you can earn a Course Certificate upon completion of the final exam. Earning a Course Certificate demonstrates your commitment to professional development and can help you stand out in the job market.

See salaries and explore the career path for Consultant

Purchasing Manager

Purchasing Managers are responsible for negotiating with suppliers on the price, quality, and delivery of goods and services. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course is self-paced and you can earn a Course Certificate upon completion of the final exam by answering 80% of the questions correctly. Earning a Course Certificate demonstrates your commitment to professional development and can help you stand out in the job market.

See salaries and explore the career path for Purchasing Manager

Account Manager

Account Managers are responsible for managing relationships with key clients and negotiating contracts. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course is self-paced and provides an optional Course Certificate upon completion of the final exam. Earning a Course Certificate demonstrates your commitment to professional development and can help you stand out in the job market.

See salaries and explore the career path for Account Manager

Human Resources Manager

Human Resources Managers are responsible for negotiating with employees on a variety of issues, including salaries, benefits, and working conditions. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course is self-paced and provides an optional Course Certificate upon completion of the final exam, which you can take as many times as needed until you pass.

See salaries and explore the career path for Human Resources Manager

Business Development Manager

Business Development Managers are responsible for negotiating with potential clients and partners. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course provides free negotiating planning tools and an app related to the course concepts, including negotiation planning and tactics.

See salaries and explore the career path for Business Development Manager

Marketing Manager

Marketing Managers are responsible for negotiating with vendors and partners on marketing campaigns and initiatives. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course offers an optional Course Certificate upon completion of the final exam by answering 80% of the questions correctly.

See salaries and explore the career path for Marketing Manager

Product Manager

Product Managers are responsible for negotiating with engineers and designers on product features and specifications. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course provides free negotiation planning tools and an app related to the course concepts, including negotiation tactics and creating a contract.

See salaries and explore the career path for Product Manager

Real Estate Agent

Real Estate Agents are responsible for negotiating with buyers and sellers on the purchase and sale of real estate. This course, Successful Negotiation: Essential Strategies and Skills, can help you develop the negotiation skills you need to be successful in this role. The course offers an optional Course Certificate upon completion of the final exam by answering 80% of the questions correctly.

See salaries and explore the career path for Real Estate Agent

Financial Analyst

Financial Analysts may negotiate with clients on the terms of financial products and services. This course, Successful Negotiation: Essential Strategies and Skills, may be useful for Financial Analysts by providing negotiation strategies and tactics that can be used in client meetings.

See salaries and explore the career path for Financial Analyst