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Negotiation Fundamentals

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.

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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.

Negotiation preparation

In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.

Value creation & Value claiming

This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!

Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices

Negotiation process

This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.

Good to know

Know what's good

, what to watch for

, 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

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Reviews summary

Negotiation fundamentals mastery

learners say this course is largely positive, covering the basics of negotiation and providing engaging assignments. Instructor Aurélien Colson is clear and concise, presenting easy-to-understand videos and helpful 10-point checklists for preparation and agreement. The course emphasizes the practical application of negotiation skills in both professional and personal life with real-world examples and case studies. However, a few students note some quizzes may contain unclear or difficult questions.

Beyond positions, it's essential to uncover the underlying interests of all parties involved in a negotiation. By doing so, you can identify areas for potential agreement and create mutually beneficial solutions.

"it's essential to uncover the underlying interests of all parties involved in a negotiation."

"By doing so, you can identify areas for potential agreement and create mutually beneficial solutions."

Ethical behavior and trust are fundamental to successful negotiation. The course stresses the importance of honesty, transparency, and integrity. By building trust and maintaining ethical standards, you can establish a solid foundation for long-term relationships and mutually beneficial outcomes.

"Ethical behavior and trust are fundamental to successful negotiation."

"The course stresses the importance of honesty, transparency, and integrity."

"By building trust and maintaining ethical standards, you can establish a solid foundation for long-term relationships and mutually beneficial outcomes."

Negotiations can sometimes involve challenging tactics. The course provides strategies for dealing with such tactics, such as stonewalling, emotional appeals, and power plays. By understanding and countering these tactics, you can protect your interests and maintain a favorable position.

"Negotiations can sometimes involve challenging tactics."

"The course provides strategies for dealing with such tactics, such as stonewalling, emotional appeals, and power plays."

"By understanding and countering these tactics, you can protect your interests and maintain a favorable position."

Effective communication is key to successful negotiation. The course highlights the importance of active listening, clear and concise language, and nonverbal cues. By communicating effectively, you can build rapport, manage expectations, and convey your interests.

"Effective communication is key to successful negotiation."

"The course highlights the importance of active listening, clear and concise language, and nonverbal cues."

"By communicating effectively, you can build rapport, manage expectations, and convey your interests."

Negotiation is not just about claiming value but also creating it. The course emphasizes the importance of exploring creative solutions that expand the pie and benefit all parties involved. By focusing on value creation, you can build lasting relationships and achieve win-win outcomes.

"Negotiation is not just about claiming value but also creating it."

"The course emphasizes the importance of exploring creative solutions that expand the pie and benefit all parties involved."

"By focusing on value creation, you can build lasting relationships and achieve win-win outcomes."

Thorough preparation is crucial in negotiation. The course provides a 10-step framework to help you prepare effectively, ensuring you have a clear understanding of your objectives, alternatives, and the other party's interests.

"The course provides a 10-step framework to help you prepare effectively."

"ensuring you have a clear understanding of your objectives, alternatives, and the other party's interests."

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

Show steps

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.

See salaries and explore the career path for Negotiator

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.

See salaries and explore the career path for Union Representative

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.

See salaries and explore the career path for Entrepreneur

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.

See salaries and explore the career path for Procurement Manager

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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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.

See salaries and explore the career path for Supply Chain Manager

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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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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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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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 Negotiation Fundamentals.

Never Split the Difference

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Is written by two former FBI hostage negotiators and provides practical advice on how to negotiate effectively. It covers a wide range of topics, including how to prepare for a negotiation, how to build rapport, and how to handle difficult people.

Negotiation Fundamentals

What's inside

Syllabus

Good to know

Save this course

Reviews summary

Negotiation fundamentals mastery

Activities

Career center

Reading list

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