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Negotiation skills

Negotiate and resolve conflict

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Dr Andrew Heys

Modern organisations are characterised by increasingly higher levels of uncertainty, complexity and diversity. In our current globalised work environment, how can you manage the power and politics that persistently influence organisational decision-making? Being savvy about organisational politics and having the nous to negotiate and resolve conflict is a critical capability for managers at all levels. This course will develop your negotiation and conflict resolution skills – crucial to becoming a positive influence in your organisation. Via structured learning activities (video lectures, quizzes, discussion prompts and written assessments) you will conceptualise and measure power and politics; analyse and develop strategies for influencing stakeholders; and learn how to act with integrity and purpose when ‘playing politics’.

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What's inside

Syllabus

Resolving conflicts and negotiating agreements in the new world of work

Negotiation and conflict resolution have long been considered important skills for managers. Now, as the future of work comes into focus, a mastery of negotiation and conflict resolution. along with superior interpersonal skills, cultural competencies and emotional intelligence, are seen by many as essential. These relating skills define resilient leaders, support sustainable organisations and are a distinctive feature of healthy and inclusive communities. This week you will explore concepts central to the fields of negotiation and conflict resolution. You will learn to recognise negotiation opportunities when they arise, how to differentiate between negotiation and conflict resolution situations and how to analyse and plan an intervention so you are well prepared before you begin to interact with a counterpart or with others locked into conflict.

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Read about what's good

what should give you pause

and possible dealbreakers

Develops skills and knowledge critical for success at all management levels

Teaches negotiation and conflict resolution techniques, knowledge, and methodologies that are sought after by employers

Appropriate for managers at all levels seeking to build their management arsenal

Guided by Dr Andrew Heys, an experienced instructor with a focus on organizational politics

Covers a wide range of topics critical to political savvy in a modern organizational setting

Includes a mix of material, such as videos, quizzes, and written assessments

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Reviews summary

Practical skills for negotiation and conflict

According to learners, this course offers a solid foundation in negotiation and conflict resolution, emphasizing practical skills and self-awareness. Students highlight the structured content and applicable strategies for both professional and personal contexts. The course provides useful frameworks like the 'three negotiations' and addresses navigating cultural differences. While widely praised for its clarity and utility, some more experienced learners felt it serves better as a comprehensive introduction rather than an advanced deep-dive. Overall, the course is seen as highly relevant and equips learners with tools for real-world application.

Concepts need real-world practice.

"The course gives you the theory and tools, but you really need to actively apply them to make them stick."

"Learning these skills is one thing; mastering them requires continuous practice and reflection on real negotiations."

"It's a great start, but the true learning happens when you go out and put these strategies into action."

Excellent for beginners/intermediate.

"As someone relatively new to formal negotiation training, this course provided an excellent, comprehensive foundation."

"It covers all the essential aspects needed to start negotiating more effectively. Great for building core skills."

"While great for fundamentals, learners with significant prior experience might find some parts introductory."

"It gave me a strong base to build upon. I now feel more confident approaching negotiations."

Addresses cultural differences.

"The section on negotiating across cultural divides was incredibly valuable given today's global environment."

"Understanding concepts like 'saving face' and how cultural values affect communication was a highlight for me."

"This course provides practical advice on adjusting your style when working with people from different cultural backgrounds."

Well-organized content and lectures.

"The course structure is very logical and easy to follow, building concepts week by week."

"Lectures were clear, concise, and easy to understand, breaking down complex topics effectively."

"Content is well-organized. Each module flows nicely into the next, making the learning process smooth."

Helps understand personal conflict style.

"Understanding my own conflict style through the assessment was a breakthrough. It's crucial for effective negotiation."

"The module on self-awareness was particularly insightful. Knowing my 'hot buttons' helps me stay calm in difficult conversations."

"I learned how my personal biases can impact negotiations and conflicts, which is something I hadn't considered deeply before."

Provides skills immediately useful.

"I found the concepts and strategies taught in this course immediately applicable to my professional life. It changed how I approach discussions."

"This course gave me practical tools and methods that I could start using right away in negotiations and dealing with conflicts."

"The exercises and case studies helped reinforce how to apply these skills in real-world scenarios, making the learning very effective."

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 Negotiation skills: Negotiate and resolve conflict with these activities:

Review Conflict Resolution Principles

Show steps

Refresh your knowledge of fundamental conflict resolution principles to enhance your understanding of the course content.

Browse courses on Conflict Resolution

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Read 'Getting to Yes'

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Enhance your understanding of negotiation strategies by reading this seminal work.

View Getting to Yes: Negotiating Agreement Without... on Amazon

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Explore 'The Art of Negotiation' Masterclass

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Deepen your knowledge through guided tutorials conducted by negotiation experts.

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Four other activities

Expand to see all activities and additional details

Show all seven activities

Practice Negotiation Scenarios

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Put your negotiation skills to the test by engaging in simulated scenarios.

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Identify a realistic negotiation scenario that aligns with the course content.
Define the roles and objectives of each party involved in the negotiation.
Role-play the negotiation, applying the principles learned in the course.
Reflect on your performance and identify areas for improvement.

Join a Negotiation Simulation Group

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Engage with peers in simulated negotiations, providing valuable practice and feedback.

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Develop a Conflict Resolution Plan

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Apply your conflict resolution skills by creating a comprehensive plan for a real-world scenario.

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Identify a specific conflict situation.
Analyze the conflict and identify the root causes.
Develop a plan outlining strategies for resolving the conflict.
Present your plan and justify your recommendations.

Create a Video on Conflict Resolution Techniques

Show steps

Demonstrate your understanding by creating a video tutorial on effective conflict resolution techniques.

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Identify a specific conflict resolution technique.
Develop a script outlining the key steps and benefits of the technique.
Create a video tutorial that clearly explains and demonstrates the technique.

Career center

Learners who complete Negotiation skills: Negotiate and resolve conflict will develop knowledge and skills that may be useful to these careers:

Dispute Resolution Specialist

Negotiation and conflict resolution skills are essential for a successful Dispute Resolution Specialist. They need to be able to effectively mediate between opposing parties and find mutually acceptable solutions. This course provides a strong foundation in these skills, and the topics covered, such as conflict resolution theories and strategies, will be directly applicable to the work of a Dispute Resolution Specialist.

See salaries and explore the career path for Dispute Resolution Specialist

Mediator

Mediators help resolve disputes between parties. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and conflict resolution techniques, will be directly applicable to the work of a Mediator.

See salaries and explore the career path for Mediator

Human Resources Manager

Human Resources Managers often need to negotiate with employees and resolve conflicts. This course can provide them with the skills they need to do this effectively. The topics covered, such as power and politics in organizations, will also be helpful for Human Resources Managers in their role as advisors to senior management.

See salaries and explore the career path for Human Resources Manager

Union Representative

Union Representatives represent the interests of union members. This often involves negotiating with employers and resolving grievances. This course can provide Union Representatives with the skills they need to do this effectively. The topics covered, such as negotiation strategies and labor law, will be directly applicable to the work of a Union Representative.

See salaries and explore the career path for Union Representative

Organizational Development Consultant

Organizational Development Consultants help organizations improve their performance. This often involves working with teams to resolve conflicts and improve communication. This course can provide Organizational Development Consultants with the skills they need to do this effectively. The topics covered, such as organizational politics and power dynamics, will also be helpful for Organizational Development Consultants in their role as advisors to senior management.

See salaries and explore the career path for Organizational Development Consultant

Project Manager

Project Managers often need to negotiate with stakeholders and resolve conflicts. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and project management techniques, will be directly applicable to the work of a Project Manager.

See salaries and explore the career path for Project Manager

Lawyer

Lawyers may need to negotiate with other lawyers or with clients. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and legal ethics, will be directly applicable to the work of a Lawyer.

See salaries and explore the career path for Lawyer

Sales Manager

Sales Managers often need to negotiate with customers and clients. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and sales techniques, will be directly applicable to the work of a Sales Manager.

See salaries and explore the career path for Sales Manager

Business Analyst

Business Analysts often need to negotiate with stakeholders and resolve conflicts. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and business analysis techniques, will be directly applicable to the work of a Business Analyst.

See salaries and explore the career path for Business Analyst

Consultant

Consultants often need to negotiate with clients and stakeholders. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and consulting techniques, will be directly applicable to the work of a Consultant.

See salaries and explore the career path for Consultant

Account Manager

Account Managers may need to negotiate with clients. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and account management techniques, will be directly applicable to the work of an Account Manager.

See salaries and explore the career path for Account Manager

Customer Success Manager

Customer Success Managers often need to negotiate with customers and resolve conflicts. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and customer success management techniques, will be directly applicable to the work of a Customer Success Manager.

See salaries and explore the career path for Customer Success Manager

Product Manager

Product Managers may need to negotiate with stakeholders and resolve conflicts. This course can provide them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and product management techniques, will be directly applicable to the work of a Product Manager.

See salaries and explore the career path for Product Manager

Operations Manager

Operations Managers often need to negotiate with stakeholders and resolve conflicts. This course may be useful in providing them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and operations management techniques, may be directly applicable to the work of an Operations Manager.

See salaries and explore the career path for Operations Manager

Supply Chain Manager

Supply Chain Managers often need to negotiate with suppliers and customers. This course may be useful in providing them with the skills they need to do this effectively. The topics covered, such as negotiation strategies and supply chain management techniques, may be directly applicable to the work of a Supply Chain Manager.

See salaries and explore the career path for Supply Chain Manager

Reading list

We've selected six 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 Negotiation skills: Negotiate and resolve conflict.

Cover image

Cover image

Save

Classic in the field of negotiation and provides a step-by-step guide to negotiating agreements without giving in. It valuable resource for anyone who wants to improve their negotiation skills.

Getting to Yes: Negotiating Agreement Without...

Getting to Yes: Negotiating Agreement Without...

Getting to Yes: Negotiating Agreement Without...

(Deutsch) Das Harvard-Konzept: Die unschlagbare Methode für...

Getting to Yes Negotiating an agreement without...

(Español) Sí, de acuerdo [Getting to Yes]: Cómo negociar sin...

Audible Audiobook

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Difficult Conversations

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Provides practical advice on how to have difficult conversations in a constructive way. It helpful resource for anyone who wants to improve their communication skills and resolve conflict.

Difficult Conversations: How to Discuss What...

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Basic Methods of Policy Analysis and Planning

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Provides a comprehensive overview of conflict resolution theory and practice. It valuable resource for anyone who wants to learn more about the field of conflict resolution.

Basic Methods of Policy Analysis and Planning

Basic Methods of Policy Analysis and Planning

Cover image

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Penguin Readers Level 4: No Rules Rules (ELT Graded...

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Provides a framework for understanding cultural differences in business. It valuable resource for anyone who works in a global environment.

Penguin Readers Level 4: No Rules Rules (ELT Graded...

Penguin Readers Level 4: No Rules Rules (ELT Graded...

Cover image

Cover image

Has China Devised a Superior Path to Wealth...

Save

Provides a comprehensive overview of cultural differences in communication. It valuable resource for anyone who works in a global environment.

Has China Devised a Superior Path to Wealth...

Cover image

Cover image

Building Agreement

Save

Explores the role of emotions in negotiation. It valuable resource for anyone who wants to learn how to manage emotions in negotiation.

Building Agreement

Building Agreement

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Effort

6 weeks of study, 3-5 hours/week

Level

Introductory

Via

Coursera

Institution

Macquarie University

Instructor

Dr Andrew Heys

Language

English

Transcripts

Español Français Português Deutsch Italiano 中文 العربية 한국어 日本語 हिंदी Nederlands Svenska Pусский Türkçe Polski Ελληνικά українська мова magyar nyelv Bahasa Indonesia ไทย қазақша اُردُو, فارسی বাংলা tiếng Việt پښتو آذربایجان دیلی

This course belongs to a collection called Influencing: Storytelling, Change Management and Governance. It's comprised of four courses:

Leading transformations: Manage change
Negotiation skills: Negotiate and resolve conflict (viewing)
Storytelling and influencing: Communicate with impact
Risk governance: Manage the risks

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Develops skills and knowledge critical for success at all management levels

Teaches negotiation and conflict resolution techniques, knowledge, and methodologies that are sought after by employers

Appropriate for managers at all levels seeking to build their management arsenal

Guided by Dr Andrew Heys, an experienced instructor with a focus on organizational politics

Covers a wide range of topics critical to political savvy in a modern organizational setting

Includes a mix of material, such as videos, quizzes, and written assessments

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