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Don Klock
This course will teach you the necessary negotiation skills to be successful.
We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete.
Read more
This course will teach you the necessary negotiation skills to be successful.
We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete.
Read more
This course will teach you the necessary negotiation skills to be successful.
We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete.
This course will be supported by video, readings, a personal style survey, a podcast, and a required "mock" negotiation with a Peer group assessment.
Register for this course and see more details by visiting:
OpenCourser.com/course/n9z9c2/procurement
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What's inside
Syllabus
Welcome & Negotiation Process
Develop a Plan
In The Negotiation
Read more
Syllabus
Welcome & Negotiation Process
Develop a Plan
In The Negotiation
Read more
Traffic lights
Traffic lights
Read about what's good
what should give you pause and
possible dealbreakers
Develops a plan to execute negotiation strategies effectively
Covers the core steps of the negotiation process, from preparation to implementation
Provides opportunities to practice negotiation skills through mock exercises and peer feedback, fostering interactive learning
Teaches how to identify and leverage the Best Alternative to a Negotiated Agreement (BATNA), strengthening negotiating power
Suitable for those seeking to improve their negotiation skills for various scenarios, including professional, personal, and academic settings
May require additional research or external resources to keep up with evolving negotiation strategies and techniques
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Reviews summary
Foundational procurement negotiation skills
According to learners, this course provides a strong foundational understanding of procurement negotiation, making complex concepts digestible. Students particularly praise its focus on practical application and actionable insights, highlighting how readily they could use techniques like BATNA and LAA in their roles. The mock negotiation exercise with peer assessment is frequently cited as a highly valuable and insightful component. While the videos are clear and the instructor engaging, some experienced professionals may find the content too basic, seeking more advanced strategies or case studies. Additionally, a few learners noted that some readings were dry or academic.
Features engaging videos and well-explained concepts.
"The videos were clear and the instructor was engaging and knew their stuff."
"Excellent content! The course breaks down complex negotiation concepts into digestible modules."
"The explanations were clear and the video content was well-produced. I found specific segments particularly helpful."
Offers valuable, hands-on practice, though sometimes awkward.
"The mock negotiation exercise was incredibly helpful for applying the concepts."
"The peer assessment for the mock negotiation was surprisingly insightful, offering different perspectives."
"The mock negotiation was a bit awkward with peers, and felt somewhat artificial without a real scenario."
Offers a strong base for new negotiation learners.
"This course provided a fantastic foundational understanding of procurement negotiation."
"A solid course for beginners in negotiation. I feel more confident approaching negotiations now."
"The course breaks down complex negotiation concepts into digestible modules, making them easy to grasp."
Provides actionable strategies for immediate use.
"The mock negotiation exercise was incredibly helpful for applying the concepts. I learned so much about BATNA and LAA that I could immediately use in my job."
"Truly practical and actionable insights. I appreciated the focus on real-world application, especially the segments on BATNA and post-negotiation actions."
"I learned how to use practical tools and strategies that I could apply immediately to my work, improving my negotiation outcomes."
Readings are informative but sometimes felt academic or dry.
"The readings were a bit dry at times, but the practical exercises made up for it."
"My only minor critique is that some of the readings felt a bit academic and less practical, but overall, it's strong."
"I found some of the readings to be academic, and wished for more practical application of concepts."
May feel too basic for those with prior experience.
"Some parts felt a bit basic for someone with prior experience. I was hoping for more in-depth strategies."
"Disappointed with the lack of advanced content. As an experienced professional, I found much of it to be a review of basic concepts."
"I found this course probably better for beginners, but it didn't push me to new levels as an experienced professional."
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 Procurement Negotiation with these
activities:
Organize Your Course Materials
Show steps
Get your materials organized by having the notes all in one place for easy access.
Browse courses on
Organization
Show steps
-
Create a dedicated folder or notebook for your course materials
-
File your notes, handouts, and assignments in an organized manner
Review Your Negotiation Tactics and Strategies
Show steps
Refresh your memory and prepare for the course and have the basic terminology down.
Browse courses on
Negotiation
Show steps
-
Review your notes from previous negotiation courses or training
-
Read articles or blog posts about negotiation strategies and tactics
Study "Getting to Yes: Negotiating Agreement Without Giving In"
Show steps
Review the foundational knowledge on negotiation to help reinforce what is being discussed in the course.
View
Getting to Yes: Negotiating Agreement Without...
on Amazon
Show steps
-
Read the book thoroughly, highlighting key concepts and philosophies
-
Take notes on the various strategies and tactics discussed and examples
Five other activities
Expand to see all activities and additional details
Show all eight activities
Follow a Guided Tutorial on How to Prepare for a Negotiation
Show steps
Develop a thorough understanding of the negotiation process to better apply to your learning from the course.
Browse courses on
Preparation
Show steps
-
Find a tutorial that covers the basics of negotiation preparation
-
Follow the steps outlined in the tutorial to develop a negotiation plan
Participate in a Practice Negotiation with a Peer
Show steps
Practice your negotiation skills with a partner to receive feedback and improve.
Browse courses on
Negotiation
Show steps
-
Find a peer who is also taking the course
-
Schedule a time to meet and conduct a mock negotiation
Develop a Negotiation Plan for a Real-World Situation
Show steps
Become familiar with the key aspects of developing a plan in a negotiation.
Browse courses on
Planning
Show steps
-
Identify a real-world situation where you need to negotiate
-
Develop a negotiation plan that outlines your objectives, strategies, and tactics
Participate in an Online Negotiation Competition
Show steps
Put your negotiation skills to the test and receive feedback from experts in the field.
Browse courses on
Competition
Show steps
-
Find an online negotiation competition that is relevant to your interests
-
Register for the competition and prepare your negotiation plan
Develop a Negotiation Portfolio
Show steps
Putting together a portfolio of your negotiation work will greatly enhance the materials you have learned in the course.
Browse courses on
Negotiation
Show steps
-
Collect examples of your negotiation work, such as mock negotiations, case studies, and real-world experiences
-
Develop a portfolio that showcases your negotiation skills and experience
Organize Your Course Materials
Show steps
Get your materials organized by having the notes all in one place for easy access.
Browse courses on
Organization
Show steps
Show steps
Show steps
- Create a dedicated folder or notebook for your course materials
- File your notes, handouts, and assignments in an organized manner
Review Your Negotiation Tactics and Strategies
Show steps
Refresh your memory and prepare for the course and have the basic terminology down.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Review your notes from previous negotiation courses or training
- Read articles or blog posts about negotiation strategies and tactics
Study "Getting to Yes: Negotiating Agreement Without Giving In"
Show steps
Review the foundational knowledge on negotiation to help reinforce what is being discussed in the course.
View
Getting to Yes: Negotiating Agreement Without...
on Amazon
Show steps
Show steps
Show steps
- Read the book thoroughly, highlighting key concepts and philosophies
- Take notes on the various strategies and tactics discussed and examples
Five other activities
Expand to see all activities and additional details
Show all eight activities
Follow a Guided Tutorial on How to Prepare for a Negotiation
Show steps
Develop a thorough understanding of the negotiation process to better apply to your learning from the course.
Browse courses on
Preparation
Show steps
Show steps
Show steps
- Find a tutorial that covers the basics of negotiation preparation
- Follow the steps outlined in the tutorial to develop a negotiation plan
Participate in a Practice Negotiation with a Peer
Show steps
Practice your negotiation skills with a partner to receive feedback and improve.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Find a peer who is also taking the course
- Schedule a time to meet and conduct a mock negotiation
Develop a Negotiation Plan for a Real-World Situation
Show steps
Become familiar with the key aspects of developing a plan in a negotiation.
Browse courses on
Planning
Show steps
Show steps
Show steps
- Identify a real-world situation where you need to negotiate
- Develop a negotiation plan that outlines your objectives, strategies, and tactics
Participate in an Online Negotiation Competition
Show steps
Put your negotiation skills to the test and receive feedback from experts in the field.
Browse courses on
Competition
Show steps
Show steps
Show steps
- Find an online negotiation competition that is relevant to your interests
- Register for the competition and prepare your negotiation plan
Develop a Negotiation Portfolio
Show steps
Putting together a portfolio of your negotiation work will greatly enhance the materials you have learned in the course.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Collect examples of your negotiation work, such as mock negotiations, case studies, and real-world experiences
- Develop a portfolio that showcases your negotiation skills and experience
Career center
Learners who complete Procurement Negotiation will develop knowledge and skills
that may be useful to these careers:
Purchasing Manager
Purchasing Manager
Purchasing Managers have many duties, one of which is the negotiation of contracts between vendors and businesses. This role requires an understanding of products or services that are necessary for a business to operate. Negotiation is essential to the job, with the Purchasing Manager being responsible for negotiating agreements that get their organization the best deal with the right terms. This course, with its focus on not only the negotiation process but also how to build a plan and which tactics to use, can be very helpful for a Purchasing Manager.
Sales Manager
Sales Manager
Sales Managers, in addition to their standard managerial responsibilities, must be able to adeptly negotiate client contracts. They must create a sales strategy that will be successful in enticing clients to purchase their company's product or service. Negotiation is a key part of this, and a Sales Manager must understand how best to negotiate a contract by assessing the wants and needs of their client and understanding market conditions.
Procurement Manager
Procurement Manager
Procurement Managers are responsible for negotiating contracts with suppliers. They must also be able to manage relationships with suppliers and ensure that the organization is getting the best possible value for its money. This course, with its focus on negotiation strategies and tactics, may be useful to someone exploring this field.
Supply Chain Manager
Supply Chain Manager
Supply Chain Managers are responsible for managing the flow of goods and services from suppliers to customers. They must be able to negotiate with suppliers to get the best possible price and quality, and they must also be able to negotiate with customers to get the best possible price for the company's products or services. This course, with its focus on negotiation strategies and tactics, may be useful to someone exploring this field.
Project Manager
Project Manager
Project Managers often need to negotiate with stakeholders and vendors to ensure that a project is completed successfully. This requires an understanding of the project's scope, budget, and timeline, as well as the ability to negotiate contracts and resolve conflicts. A course that focuses on the overall negotiation process, including planning and preparation, can be.
Operations Manager
Operations Manager
Operations Managers are responsible for the day-to-day operations of a business. They must be able to negotiate with suppliers, customers, and employees to ensure that the business runs smoothly. This course, with its focus on negotiation strategies and tactics, may be useful to someone exploring this field.
Marketing Manager
Marketing Manager
Marketing Managers are responsible for developing and executing marketing campaigns. They must be able to negotiate with media outlets, vendors, and other stakeholders to get the best possible results for their campaigns. This course, with its focus on negotiation strategies and tactics, may be useful to someone exploring this field.
Business Analyst
Business Analyst
Business Analysts are often required to negotiate with stakeholders and clients, working to find amicable and mutually beneficial solutions to problems. This course may be helpful to someone exploring this field, as it teaches how to evaluate negotiation strategies, and discusses how to achieve a successful negotiation for all parties involved.
Human Resources Manager
Human Resources Manager
Human Resources Managers are responsible for negotiating contracts with employees and vendors. They must also be able to resolve conflicts between employees, and negotiate with unions. This course, with its focus on negotiation strategies and tactics, may be useful to someone exploring this field.
Lawyer
Lawyer
Lawyers often need to negotiate with opposing counsel to reach a settlement or agreement. This requires an understanding of the law, as well as the ability to negotiate effectively. This course may be helpful to someone exploring this field, as it teaches how to evaluate negotiation strategies, and discusses how to achieve a successful negotiation for all parties involved.
Real Estate Agent
Real Estate Agent
Real Estate Agents must be able to negotiate with buyers and sellers to get the best possible price for their clients. They must also be able to negotiate contracts and resolve disputes. This course may be helpful to someone exploring this field, as it teaches how to evaluate negotiation strategies, and discusses how to achieve a successful negotiation for all parties involved.
Consultant
Consultant
Consultants often need to negotiate with clients to define the scope of their work and to agree on a fee. They must also be able to negotiate with vendors to get the best possible price for goods and services. This course, may be helpful for someone who wants to work as a consultant.
Negotiator
Negotiator
Negotiators are professionals who can leverage their ability to negotiate in a variety of positions. Whether it be a business setting, or a government setting, negotiation is often essential to the success of one's goal. Negotiation can lead to fair and amicable solutions to problems, and knowing how to negotiate, and which negotiating style to implement, can be a career-maker. This course discusses negotiation strategies, and so it may be useful to a person who wishes to explore the field further.
Insurance Agent
Insurance Agent
Insurance Agents must be able to negotiate with clients to get the best possible coverage for their needs. They must also be able to negotiate with insurance companies to get the best possible rates for their clients. This course, may be helpful for someone who wants to work as an Insurance Agent.
Financial Advisor
Financial Advisor
Financial Advisors must be able to negotiate with clients to get the best possible investment advice. They must also be able to negotiate with investment companies to get the best possible rates for their clients. This course, may be helpful for someone who wants to work as a Financial Advisor.
For more career information including salaries, visit:
OpenCourser.com/course/n9z9c2/procurement
Reading list
We've selected eight 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
Procurement Negotiation.
Save
Provides a structured approach to negotiation, emphasizing the importance of separating people from the problem and focusing on interests rather than positions. It classic work on negotiation and is highly recommended for anyone interested in improving their negotiation skills.
Provides a rational and analytical approach to negotiation. It good choice for people who are interested in understanding the theory behind negotiation.
Provides a comprehensive overview of the procurement process. It valuable resource for anyone who wants to improve their understanding of this important business function.
Provides a framework for having difficult conversations in a productive way. It valuable resource for anyone who wants to improve their communication skills.
Provides a comprehensive overview of the procurement process. It valuable resource for anyone who wants to improve their understanding of this important business function.
Provides a set of principles for personal and professional success. It valuable resource for anyone who wants to improve their overall effectiveness.
Save
Provides practical advice on how to influence your manager and get what you need. It valuable resource for anyone who wants to improve their relationships with their manager.
Provides a framework for building trust and credibility with clients and colleagues. It valuable resource for anyone who wants to improve their relationships with others.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/n9z9c2/procurement
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Effort
Approx. 8 hours
Level
Introductory
Via
Coursera
Institution
Rutgers the State University of New Jersey
Instructor
Don Klock
Language
English
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This course belongs to a
collection
called
Global Procurement and Sourcing. It's comprised of seven courses:
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