Negotiation Fundamentals from Coursera

This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.

In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more!

Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”.

Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

What's inside

Syllabus

Negotiation strategy

In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Develops skills in negotiation, which is highly relevant in the professional world

Emphasizes creating long-term partnerships and value-driven outcomes in negotiations

Covers a comprehensive overview of negotiation strategy, preparation, value creation, and process

Provides practical tools and best practices gathered from assignments in diverse industries and countries

Taught by Aurélien Colson, a recognized professor in the field of negotiation

Offers an interactive and practical approach to negotiation with peer assessments and real-life case studies

Reviews summary

Practical negotiation fundamentals overview

According to learners, this course offers a solid foundation in negotiation fundamentals, providing practical tools and frameworks that students found immediately applicable to real-world situations. Many highlight the engaging and knowledgeable instruction by Professor Aurélien Colson as a major strength. The course is generally described as well-structured and clear. While the course is highly recommended for beginners seeking to develop essential negotiation skills, some more experienced learners found the content a bit basic. A few reviewers noted inconsistent quality in peer assessments, which could be a source of frustration for some.

Provides a strong grasp of core concepts.

"This course provides a strong foundation."

"It covers the key concepts well."

"The concepts covered are fundamental yet powerful."

"I gained a solid foundation from completing this course."

Professor Colson's teaching is highly praised.

"Professor Colson presents complex ideas in a clear and engaging way."

"Professor Colson is fantastic. His insights are invaluable."

"Excellent practical advice. Professor Colson is engaging and knowledgeable."

"The instructor was very clear and easy to follow."

Tools and frameworks immediately applicable.

"The practical tools and frameworks are immediately applicable to real-world situations."

"I've already applied the techniques in my job."

"Highly recommend this course... The content is practical, well-structured, and delivered effectively."

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

More suitable for those new to negotiation.

"Decent overview, but felt a bit basic for someone with some prior experience."

"Good for beginners, maybe less so for intermediate learners."

"Everything I needed to get started with better negotiation."

Feedback quality can vary.

"The peer assessments were sometimes inconsistent in their feedback quality."

"Peer review system could be improved."

"The peer assessments were frustrating."

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 Fundamentals with these activities:

Review previous negotiation experience

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Reflect on your past negotiation experiences to identify areas for improvement.

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Think back to a negotiation that you were involved in recently.
Identify what went well and what could have been improved.
Consider what you have learned from your past negotiation experiences.

Review negotiation tactics

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Start building your foundational knowledge of negotiation tactics by reading this classic book.

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Read the first three chapters of the book.
Summarize the main points of each chapter.
Identify the negotiation tactics that you find most interesting.

Create a negotiation plan

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Develop a plan that outlines your negotiation goals, strategies, and tactics.

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Identify the key issues in the negotiation.
Determine your goals for each issue.
Develop a strategy for achieving your goals.
Identify potential tactics that you can use.

Show all three activities

Career center

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

Negotiator

Negotiators represent their organizations in negotiations with other parties. They need to be able to develop and execute negotiation strategies, and to build relationships with other stakeholders. This course can help Negotiators develop the skills they need to be successful.

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Mediator

Mediators help disputing parties reach agreements. This course can help Mediators develop the skills they need to facilitate negotiations and resolve conflicts peacefully.

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Union Representative

Union Representatives represent workers in negotiations with their employers. They need to be able to develop and execute negotiation strategies, and to build relationships with other stakeholders. This course can help Union Representatives develop the skills they need to be successful.

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Consultant

Consultants provide expert advice to businesses and organizations on a wide range of topics, including negotiation. This course can help Consultants develop the skills they need to negotiate deals that benefit both their clients and their employers.

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Entrepreneur

Entrepreneurs start and run their own businesses. They need to be able to negotiate with investors, customers, and suppliers to get the resources they need to succeed. This course can help Entrepreneurs develop the skills they need to negotiate favorable terms for their businesses.

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Sales Manager

Sales Managers oversee teams of salespeople and are responsible for achieving sales goals. They need to be able to negotiate with customers to close deals and build relationships. This course can help Sales Managers develop the skills they need to negotiate effectively.

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Procurement Manager

Procurement Managers are responsible for purchasing goods and services for their organizations. They need to be able to negotiate with suppliers to get the best possible deals. This course can help Procurement Managers develop the skills they need to negotiate effectively.

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Supply Chain Manager

Supply Chain Managers oversee the flow of goods and services from suppliers to customers. They need to be able to negotiate with suppliers and customers to get the best possible deals. This course can help Supply Chain Managers develop the skills they need to negotiate effectively.

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Manager

Managers oversee teams of employees and are responsible for achieving organizational goals. They need to be able to negotiate with employees, customers, and other stakeholders to get the resources and support they need to succeed. This course can help Managers develop the skills they need to negotiate effectively.

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Business Manager

Business Managers are in charge of running a wide range of business functions. They oversee everything from day-to-day operations to long-term planning and strategy. This course can provide the tools they need to negotiate with suppliers, customers, and other stakeholders to achieve their goals.

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Project Manager

Project Managers oversee the planning, execution, and completion of projects. They need to be able to negotiate with stakeholders to get the resources and support they need to succeed. This course can help Project Managers develop the skills they need to negotiate effectively.

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Policy Analyst

Policy Analysts develop and evaluate public policy. They need to be able to negotiate with stakeholders to build consensus and support for their政策s. This course can help Policy Analysts develop the skills they need to negotiate effectively.

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Human Resources Manager

Human Resources Managers oversee all aspects of human resources for their organizations. They need to be able to negotiate with employees, unions, and other stakeholders to resolve workplace issues and ensure compliance with labor laws. This course can help Human Resources Managers develop the skills they need to negotiate effectively.

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Public relations manager

Public Relations Managers are responsible for managing the public image of their organizations. They need to be able to negotiate with the media and other stakeholders to get positive coverage and build relationships with the public. This course can help Public Relations Managers develop the skills they need to negotiate effectively.

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Lawyer

Lawyers represent clients in a variety of legal matters, including negotiation. This course can help Lawyers develop the skills they need to negotiate favorable settlements and outcomes for their clients.

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