1. To support our site, MoocLab may be compensated by some course providers through affiliate links.
  2. We're here to help you stay connected and progress together. Read about MoocLab's response to COVID-19 ►

    Dismiss Notice

Coursera The Art of Negotiation

University of California, Irvine via Coursera

  • Overview
  1. Coursera
    University of California, Irvine
    2-4 hours a week
    4 weeks
    Paid Certificate Available
    Part of:
    Career Success | Coursera
    The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session.

    Upon completing this course, you will be able to:

    1. Learn about the nature of negotiation and how it differs from selling
    2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation
    3. Explain the role of authority and how to address it in negotiations
    4. Explain the role of power in negotiations and how to address power inequities
    5. Explain the positive and negative influences of empowerment
    6. Learn the different “stances” or negotiation styles negotiators might adopt
    7. Demonstrate the factors that influence which negotiation style is implemented
    8. Describe the personal and behavioral characteristics of an effective negotiator
    9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator
    10. Assess your own values and personal style and how they affect the negotiation process
    11. Learn about the critical importance of planning and preparation in the negotiation process

    • What is Negotiation?
    • Influencing Factors and Considerations
    • You and Your Counterparts as Negotiators
    • Preparation, Planning and Implementation
    Taught by
    Sue Robins

Share This Page

  1. This site uses cookies to help personalise content, tailor your experience and to keep you logged in if you register.
    By continuing to use this site, you are consenting to our use of cookies.
    Dismiss Notice