Successful Negotiation: Essential Strategies and Skills

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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. 

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: 
  2. - Should I Negotiate?
  3. - A Position Based or Interest Based Negotiation
  4. - A Dispute Resolution or Deal Making Negotiation?
  5. - Analyzing the Negotiation
  6. - Your BATNA in a Dispute Resolution Negotiation
  7. - Using Decision Trees to Complete Your BATNA Analysis
  8. - Cross-Cultural Negotiations
  9. - How to Handle Ethical Issues
  10. - General Ethical Standards
  11. - Using Agents in Negotiations
  12. - Getting to Know the Other Side
  13. - Using Power in Negotiations
  14. - Introduction to Psychological Tools; Mythical Fixed Pie Assumption
  15. - Psychological Tools: Anchoring
  16. - Psychological Tools: Overconfidence
  17. - Psychological Tools: Framing
  18. - Psychological Tools: Availability
  19. - Psychological Tools: Escalation
  20. - Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective
  21. - Perspectives on Contracts
  22. - Sources of Contract Law
  23. - Creating Contracts: The Agreement
  24. - Creating Contracts: Consideration and Legality
  25. - Creating Contracts: Writing Requirements
  26. - Business vs. Legal Objectives in Contracting
  27. - Dispute Prevention
  28. - ADR Concepts
  29. - ADR Tools
  30. - Arbitration
  31. - Arbitration (Conclusion)
  32. - Mediation
  33. - Mediation (Conclusion)
  34. - Contract Performance Review and Evaluation
  35. - Introduction to Negotiation Exercise
  36. - Negotiation Debrief: Planning for Negotiation
  37. - Negotiation Debrief: Planning for Negotiation (Conclusion)
  38. - Negotiation Debrief: Negotiation Tactics
  39. - Negotiation Debrief: Psychological Tools
  40. - Negotiation Debrief: Psychological Tools (Conclusion)
  41. - Negotiation Debrief: Creating and Performing the Contract
  42. - Negotiation: Building a Larger Pie
  43. - Final Exam

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