About this course: 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
Taught by: Sue Robins, M.S. Ed., Instructor, University of California, Irvine Extension
University of California, Irvine Extension
| Basic Info | Course 6 of 10 in the Career Success Specialization |
| Commitment | 4-8 hours of videos, readings, and quizzes |
| Language | English, Subtitles: Vietnamese, Spanish |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
- Reading: About this Course
- Reading: Please Take this Survey
- Reading: Resources
- Reading: Module 1 Lecture Slides
- Video: 1.1 Introduction to Negotiation
- Video: 1.2 What is Negotiation?
- Video: 2.1 Factors That Influence How a Negotiation Proceeds
- Video: 2.2 Negotiation Strategy
- Video: 2.3 Value, Fairness, and Successful Outcomes
- Reading: Module 2 Lecture Slides
- Video: 3.1 Traits of Negotiators
- Video: 3.2 Behaviors that Make a Difference
- Video: 3.3 Behavior Traits of Successful Negotiators
- Reading: Module 3 Lecture Slides
- Peer Review: Optional Peer Review: Practice Your Negotiation Skills
- Video: 4.1 Making Offers
- Video: 4.2 Framework Agreement
- Video: 4.3 Best Alternative to a Negotiated Agreement
- Video: 4.4 Developing Options for Negotiation
- Video: 4.5 Best Practices of Negotiation
- Reading: Module 4 Lecture Slides
- Video: Guest Speaker: Best Practices in Negotiation in Business
- Reading: Course Wrap-Up
- Reading: End of Course Survey
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.
Earn official recognition for your work, and share your success with friends, colleagues, and employers.
| Audit | Purchase Course | |
|---|---|---|
| Access to course materials | Available | Available |
| Access to graded materials | Not available | Available |
| Receive a final grade | Not available | Available |
| Earn a shareable Course Certificate | Not available | Available |
Very informative and useful course, however the test questions are nor realistic only for one answer, I mean that there are many alternative answers in the test that will be correct in real life. But tutor considers only one of them as correct, and that is very confusing. I think test must be realistic but not be based upon the tutor perception. Thanks
Give you the tool to an effective negotiation steps & basics
Perfectly executed, easy to grasp and makes you feel
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YC
I am impressed about how one course can do for me to know so much. I would like to get on deeper course on this now. Thanks a lot for fascinating talk.
One small suggestion is to have more real cases.