What Will You Learn?
Understand the negotiation strategies and skills necessary for success.
Use a negotiation analysis to prepare for negotiations.
Key psychological tools to achieve success.
Practice negotiations to find out what you do well and how you can improve.
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About This Course
Provider: Coursera
Format: Online
Duration: 17 hours to complete [Approx]
Target Audience: Beginners
Learning Objectives: After completing this free course, you'll be able to improve your ability to negotiate.
Course Prerequisites: NA
Assessment and Certification: NA
Instructor: University of Michigan
Key Topics: Negotiation Analysis, Negotiation, Developing Power, Decision Trees, Psychological Tools
Topic Covered:
- - Should I Negotiate?
- - A Position Based or Interest Based Negotiation
- - A Dispute Resolution or Deal Making Negotiation?
- - Analyzing the Negotiation
- - Your BATNA in a Dispute Resolution Negotiation
- - Using Decision Trees to Complete Your BATNA Analysis
- - Cross-Cultural Negotiations
- - How to Handle Ethical Issues
- - General Ethical Standards
- - Using Agents in Negotiations
- - Getting to Know the Other Side
- - Using Power in Negotiations
- - Introduction to Psychological Tools; Mythical Fixed Pie Assumption
- - Psychological Tools: Anchoring
- - Psychological Tools: Overconfidence
- - Psychological Tools: Framing
- - Psychological Tools: Availability
- - Psychological Tools: Escalation
- - Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective
- - Perspectives on Contracts
- - Sources of Contract Law
- - Creating Contracts: The Agreement
- - Creating Contracts: Consideration and Legality
- - Creating Contracts: Writing Requirements
- - Business vs. Legal Objectives in Contracting
- - Dispute Prevention
- - ADR Concepts
- - ADR Tools
- - Arbitration
- - Arbitration (Conclusion)
- - Mediation
- - Mediation (Conclusion)
- - Contract Performance Review and Evaluation
- - Introduction to Negotiation Exercise
- - Negotiation Debrief: Planning for Negotiation
- - Negotiation Debrief: Planning for Negotiation (Conclusion)
- - Negotiation Debrief: Negotiation Tactics
- - Negotiation Debrief: Psychological Tools
- - Negotiation Debrief: Psychological Tools (Conclusion)
- - Negotiation Debrief: Creating and Performing the Contract
- - Negotiation: Building a Larger Pie
- - Final Exam
"Testing1"
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