Successful Negotiation: Essential Strategies and Skills from Coursera

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/ . The course also includes an opportunity to use an interactive experience where you can test your negotiation skills before starting the live negotiation.

(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 and includes the University of Michigan logo. Learn more about Certificates at: https://learner.coursera.help/hc/en-us/articles/209819053-Get-a-Course-Certificate

This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: https://www.coursera.org/learn/negociacion/

To join the fully translated Portuguese version, visit this page: https://www.coursera.org/learn/negociacao

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

Created by: University of Michigan

The course logo composite is shared with a Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) license, and was created using images provided courtesy of Flazingo Photos (http://bit.ly/1zOylRm) and K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432).

What's inside

Syllabus

Welcome to Successful Negotiation!

Through this course you'll learn and practice the strategies and skills that will help you become a successful negotiator in your personal life and business transactions. After completing this module, you'll be able to state the four key stages of negotiation and what you need to do successfully complete this course.

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Course is appropriate for learners in business, management, finance, and startups

Taught by reputable instructors specializing in negotiations in business and law

Covers essential negotiation principles and strategies, including preparation, tactics, and closure

Provides a balance of theory and practice, with interactive exercises and real-life negotiation simulations

Relevant for individuals seeking to enhance negotiation skills in both personal and professional contexts

Complements business and management programs, contributing to career advancement

Reviews summary

Practical negotiation strategies and skills

According to learners, this course is a highly practical and well-structured guide to mastering negotiation. Many students found the strategies and skills taught to be immediately applicable to both their professional and personal lives. Key features highlighted include the engaging lectures, particularly the insights provided by the instructor, and the valuable interactive experience and live negotiation practice modules. While some experienced negotiators felt certain topics were foundational, the course is widely praised for providing a solid framework (the four steps) and actionable tactics. The mastery exam format is appreciated, allowing learners to reinforce their understanding.

The course follows a clear, logical framework.

"The four-step framework for negotiation is clear and easy to remember."

"Course structure is logical and builds upon previous modules."

"Loved the step-by-step approach to negotiation planning and execution."

"Modules are well organized and easy to navigate."

Interactive and live practice is highly beneficial.

"The interactive practice and the live negotiation exercise were incredibly helpful."

"Practicing negotiation skills in a simulated scenario was a highlight."

"Having the chance to negotiate with another student was a great way to test what I learned."

"The practice modules really cemented my understanding."

Instructor is knowledgeable and easy to follow.

"The instructor is very knowledgeable and explains concepts clearly."

"Videos are engaging and the content is delivered in an easy-to-understand manner."

"I found the professor's style very effective."

"Professor is excellent and provides great examples."

Provides tools and strategies for real-world use.

"I learned how to use practical tools and strategies that I could apply immediately to my work..."

"The content is directly applicable to real-life negotiations, both personal and business related."

"This course gives you actionable steps and insights you can use right away."

"Helped me develop skills to use in everyday situations."

May be basic for very experienced negotiators.

"As someone with some prior negotiation experience, parts felt a bit basic."

"Might be more suitable for beginners or those with limited negotiation background."

"While comprehensive, it covers fundamentals that seasoned professionals might already know."

Quality of feedback in live negotiation varies.

"The feedback received from peer negotiations was sometimes inconsistent."

"Reliance on peer review for grading can be problematic if partners aren't engaged."

"Quality of feedback on the live negotiation activity depended heavily on the partner."

"Wish there was an alternative evaluation method for the live 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 Successful Negotiation: Essential Strategies and Skills with these activities:

Organize Course Materials for Enhanced Retention

Show steps

Improve your recall and understanding by organizing and reviewing your course notes, assignments, and other materials.

Browse courses on Note-Taking

Show steps

Gather all relevant course materials.
Review and summarize key concepts.
Organize materials by topic or module.
Highlight important points.
Create a study guide or flashcards for easy reference.

Complete tutorial on Negotiation Strategies

Show steps

Enhance your negotiation skills by exploring best practices through guided tutorials.

Browse courses on Negotiation Strategies

Show steps

Access and navigate the tutorial platform.
Identify the relevant tutorial on Negotiation Strategies.
Follow the step-by-step instructions provided in the tutorial.
Take notes and practice the techniques demonstrated.

Engage in Role-play Negotiation Scenarios

Show steps

Develop your negotiation abilities by participating in realistic simulations with peers.

Browse courses on Negotiation Skills

Show steps

Identify a peer or group of peers for role-playing.
Select a specific negotiation scenario to enact.
Assume different roles and perspectives in the negotiation.
Implement negotiation strategies and tactics.
Reflect on the experience and identify areas for improvement.

Two other activities

Expand to see all activities and additional details

Show all five activities

Practice Negotiation Exercises Using Online Platforms

Show steps

Enhance your negotiation skills through interactive exercises and simulations available on specialized online platforms.

Browse courses on Online Platforms

Show steps

Identify online platforms that offer negotiation exercises.
Register and create an account on the platform.
Participate in various negotiation exercises and simulations.
Analyze your performance and identify areas for improvement.
Repeat the exercises to refine your skills.

Develop a Negotiation Plan for a Real-World Situation

Show steps

Apply the concepts learned in the course by creating a comprehensive plan for an upcoming or ongoing negotiation.

Show steps

Identify a real-world situation where you need to negotiate.
Analyze the situation and identify the key issues and stakeholders.
Research and gather information relevant to the negotiation.
Develop a negotiation strategy and tactics.
Create a written negotiation plan outlining your strategy, tactics, and expected outcomes.

Career center

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

Purchasing Manager

Purchasing Managers are responsible for overseeing the procurement of goods and services for their organizations. They must be able to negotiate effectively with suppliers to secure the best possible prices and terms. The Successful Negotiation course can help Purchasing Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Purchasing Manager

Sales Manager

Sales Managers are responsible for leading and motivating their sales teams to achieve their goals. They must be able to negotiate effectively with customers to close deals and build relationships. The Successful Negotiation course can help Sales Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Sales Manager

Project Manager

Project Managers are responsible for planning, executing, and closing projects. They must be able to negotiate effectively with stakeholders to ensure that projects are completed on time, within budget, and to the required quality. The Successful Negotiation course can help Project Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Project Manager

Business Development Manager

Business Development Managers are responsible for identifying and developing new business opportunities for their organizations. They must be able to negotiate effectively with potential clients to win new business. The Successful Negotiation course can help Business Development Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Business Development Manager

Account Manager

Account Managers are responsible for managing relationships with existing clients. They must be able to negotiate effectively with clients to resolve issues and ensure that clients are satisfied with the services they are receiving. The Successful Negotiation course can help Account Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Account Manager

Consultant

Consultants provide advice and guidance to clients on a variety of topics. They must be able to negotiate effectively with clients to win new business and to ensure that clients are satisfied with the services they are receiving. The Successful Negotiation course can help Consultants develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Consultant

Lawyer

Lawyers represent clients in legal matters. They must be able to negotiate effectively with opposing counsel to reach settlements and to advocate for their clients' interests. The Successful Negotiation course can help Lawyers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Lawyer

Mediator

Mediators help disputing parties to reach agreements. They must be able to negotiate effectively with both parties to help them find a mutually acceptable solution. The Successful Negotiation course can help Mediators develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Mediator

Arbitrator

Arbitrators are neutral third parties who help disputing parties to reach agreements. They must be able to negotiate effectively with both parties to help them find a mutually acceptable solution. The Successful Negotiation course can help Arbitrators develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Arbitrator

Diplomat

Diplomats represent their countries in foreign countries. They must be able to negotiate effectively with foreign governments to promote their countries' interests. The Successful Negotiation course can help Diplomats develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Diplomat

Politician

Politicians represent their constituents in government. They must be able to negotiate effectively with other politicians to pass laws and policies. The Successful Negotiation course can help Politicians develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Politician

Human Resources Manager

Human Resources Managers are responsible for managing the human resources of their organizations. They must be able to negotiate effectively with employees and unions to resolve disputes and to ensure that the organization is compliant with employment laws. The Successful Negotiation course can help Human Resources Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Human Resources Manager

Teacher

Teachers help students to learn and grow. They must be able to negotiate effectively with students and parents to create a positive and productive learning environment. The Successful Negotiation course can help Teachers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Teacher

Social Worker

Social Workers help people to overcome challenges and improve their lives. They must be able to negotiate effectively with clients and other professionals to provide the best possible care. The Successful Negotiation course can help Social Workers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Social Worker

Nonprofit Manager

Nonprofit Managers are responsible for leading and managing nonprofit organizations. They must be able to negotiate effectively with donors, volunteers, and other stakeholders to raise funds and support the organization's mission. The Successful Negotiation course can help Nonprofit Managers develop the skills they need to be successful in their roles. The course covers topics such as negotiation planning, power dynamics, and dispute resolution.

See salaries and explore the career path for Nonprofit Manager