About this course: 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.
Who is this class for: This course is designed for anyone wishing to have better results in negotiation, deal-making, and conflict resolution, be it in formal or informal situations. Students, managers, lawyers, public officials, etc., have found its content useful.
Created by: ESSEC Business School
Taught by: Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science
| Level | Beginner |
| Commitment | 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. |
| Language | English |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
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.
6 videos, 1 practice quiz
- Video: Why enrol in this MOOC on Negotiation ?
- Video: Three dimensions of any negotiation
- Video: Three strategic tensions
- Discussion Prompt: Identify the 3 tensions in real-life negotiations
- Video: Communication and Active Listening
- Video: Communication and Active Speaking
- Video: Beware of instinctive pitfalls
- Practice Quiz: Practice Quiz "Negotiation strategy"
WEEK 2
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.
6 videos, 1 practice quiz
- Video: Preparation before Action
- Video: People dimension : 3 elements to be prepared
- Video: Problem dimension : Motivation
- Video: Problem dimension : Solution at the table and justification
- Video: Problem dimension : Solution away from the table
- Video: Process dimension : 3 elements to be prepared
- Practice Quiz: Practice Quiz final
Graded: Graded Quiz final
WEEK 3
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!
6 videos, 1 practice quiz
- Video: What makes a good deal ?
- Video: Why negotiation fail ?
- Video: Negotiation on behalf of others : respecting your mandate
- Video: Creating value
- Video: The usual bargaining tactics (Part 1)
- Video: The usual bargaining tactics (Part 2)
- Practice Quiz: Practice Quiz final
Graded: Graded Quiz - Final
Peer assessment : Negotiation Preparation & Value Creation
In this assessment, we'll introduce you to a negotiation exercise involving two negotiators. You will have to mobilize the knowledge and skills acquired during the last three weeks of this course. To pass the lesson, you need to complete 1 of 2 choices and then, review your peers. Enjoy !
Graded: Fabiessi and Cam's Design - Confidential Instruction for Camille DROUEL
WEEK 4
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.
6 videos, 1 practice quiz
- Video: How to build the right negotiation sequence ?
- Video: Doing first things first for effective negotiation - Part 1
- Video: Doing first things first for effective negotiation - Part 2
- Video: Doing first things first for effective negotiation - Part 3
- Video: Doing first things first for effective negotiation - Part 4
- Video: Reaching the end : And how about the power balance ?
- Practice Quiz: Practice Quiz - Final
Graded: Graded Quiz - MOOC final
FAQs
How It Works
Coursework
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
Help from Your Peers
Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.
Certificates
Earn official recognition for your work, and share your success with friends, colleagues, and employers.
Creators
ESSEC Business School
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
Pricing
| 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 |
Ratings and Reviews
All what you need to know more about negotiation, its technique and how to create it.
Great course.
I enjoyed this course so much! I totally recommended to anyone who wants to know and discover the intrinsics of business negotiations.
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Brilliant Course. Quiz are good. Must for every person who's involved into any negotiations.