Successful Negotiation: Essential Strategies and Skills free course with certificate

Successful Negotiation: Essential Strategies and Skills

By-pramod db

About this Course

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. 

I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation: 

   (1) Prepare: Plan Your Negotiation Strategy 

   (2) Negotiate: Use Key Tactics for Success 

   (3) Close: Create a Contract 

   (4) Perform and Evaluate: The End Game 

To successfully complete this course and improve your ability to negotiate, you’ll need to do the following: 

(1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations!

(2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at http://negotiationplanner.com/ 

(3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material. 

Course Certificate

You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo. Learn more about 

SKILLS YOU WILL GAIN

Strategic Negotiations

Communication

Negotiation

Decision Tree

Syllabus


Course Focus
We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. Through this course, you’ll learn the strategies and skills that can lead to successful negotiations in your personal life and in business transactions. 
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Coursera
Successful Negotiation: Essential Strategies and Skills
Week 1

How to Succeed in This Course
In this course, you’ll learn about and practice the four steps to a successful negotiation, with one module for each step:
Prepare: Plan Your Negotiation Strategy
Negotiate: Use Key Tactics for Success
Close: Create a Contract
Perform and Evaluate: The End Game
To successfully complete this course and improve your ability to negotiate, you’ll need to complete the following three steps: 
(1) Watch the short videos (ranging from 5 to 20 minutes) for each module. The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. Videos can be sped up or slowed down to match your preferred pace for listening. 
(2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. Along the way you may find it helpful to use this free mobile app that is related to the course and contains many negotiation planning tools: http://negotiationplanner.com/
 (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material.
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Change your Coursera timezone setting

Coursera
Successful Negotiation: Essential Strategies and Skills
Week 1
Earning a Course Certificate
Earning a Course Certificate
This course includes the option of earning a Course Certificate through the verification of your identity and successful completion of the course. A Course Certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo.
If you're considering getting a Course Certificate, you should complete the verification process before taking the Final Exam in Module 7. You can choose to pay the associated fee before or after the exam. 

Week 1

Syllabus

Welcome Message

Welcome to Successful Negotiation: Essential Strategies and Skills! We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. 

I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation: 

Prepare: Plan Your Negotiation Strategy 

Negotiate: Use Key Tactics for Success 

Close: Create a Contract 

Perform and Evaluate: The End Game

Participation Strategies

Engaged learning looks different for everybody. In this course, we hope you will define your own measures of success and engage with the material in a way that best suits your needs.

We recognize and celebrate the diverse ways learners engage in courses. As you go through this course, we hope you will reflect on your unique skills, needs, and aspirations, and engage in the course material in a way that aligns with your own goals. While the course provides time estimates for completion, you should feel empowered to engage in the material in whatever ways make sense to you.

Course Schedule & Grading Policy

Course materials and assignments will remain open and available for self-paced learning.

Week 1 Welcome to Successful Negotiation!

Introduction and Overview

Week 2 Prepare: Plan Your Negotiation Strategy

Should I Negotiate? 

Position Based and Interest Based Negotiation

A Dispute Resolution or Deal Making Negotiation?

Analyzing the Negotiation

Best Alternative to a Negotiated Agreement

Cross-Cultural Negotiations

Ethical Issues and Standards

Agents

Week 3 Negotiate: Use Key Tactics for Success

Getting to Know the Other Side and Using Power in Negotiations

Psychological Tools: Introduction and Mythical Fixed Pie Assumption

Anchoring, Overconfidence, and Framing

Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective

Week 4 Close: Create a Contract

About Contract Law

Creating Contracts

Business vs. Legal Objectives in Contracting

Week 5 Perform and Evaluate: The End Game

Dispute Prevention

ADR Concepts and Tools

Arbitration

Mediation

Contract Performance Review and Evaluation

Week 6 Practice Your Negotiation Skills

Your Negotiation Exercise

Planning for Negotiation and Negotiation Tactics

Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie

Week 7 Final Examination

Ground Rules

We expect everyone to be mindful of what they say and its potential impact on others. The goal is to have respectful discussions that do not violate the community space created for these conversations. Here are some productive ways to engage in this course: 

Participate: This is a community. Read what others have written and listen to recordings others have posted and share your thoughts.

Stay curious: Learn from experts and each other by listening and asking questions, not making assumptions.

Keep your passion positive: When replying to a discussion forum post, respond with thoughts on what was said, not about the person who posted. Avoid using all caps, too many exclamation points, or aggressive language.

Acknowledge discomfort: The topics discussed in this course might be challenging or hard to talk about. Stick with it and remember the benefits of having these tough conversations that surface from multiple perspectives.

We expect all learners to abide by our full Learner Engagement Policy. We will specifically be monitoring this course for language that could be considered inflammatory, incivil, racist, or otherwise unacceptable for this learning space, and we will remove language deemed such.

Please note that external study groups on applications like WhatsApp are not affiliated or endorsed by the University of Michigan. We strongly discourage joining external groups and instead recommend interacting with your fellow learners within the platform.

Please express caution if you do join or post any personal information in these forums or in these groups. These forums are publicly accessible and any information you post may be collected, published, or used in an exploitative manner (scams, etc).

Academic Honesty

All submitted work should be your own and academic dishonesty is not allowed. Academic dishonesty can be defined as:

Copying answers

Copying words, ideas, or other materials from another source without giving credit to the original author

Copying from your peers within the course

Employing or allowing another person to alter or revise your work, and then submitting the work as your own

Course Support

Questions and discussion of course material should take place within the course itself. Please do not contact instructors or teaching assistants off the platform, as responding to individual questions is virtually impossible.

We encourage you to direct your questions to Discussion Forums, where your question might be answered by a fellow learner or one of our course team members. For technical help please contact the Coursera Learner Help Center support forums.

Accessibility

We are committed to developing accessible learning experiences for the widest possible audience. We recognize that learners with disabilities (including but not limited to visual impairments, hearing impairments, cognitive disabilities, or motor disabilities) might need more specific accessibility-related support to achieve learning goals in this course. 

Please use the accessibility feedback form to let us know about any accessibility challenges such as urgent issues that keep you from making progress in the course (e.g., missing or inadequate alt-text, captioning errors).

Diversity, Equity, Inclusion, and Justice

We welcome all learners to this course. People like you are joining from all over the world and we value this diversity. We strive to create a community of mutual respect and trust, where people from all backgrounds, identities and views are valued and heard without the threat of bias, harassment, intimidation, or discrimination. We pay attention to your feedback, how different types of learners experience this course, and aim to make improvements so the course can best serve everyone. We hope you enjoy learning about topics that are important to you.

After completing this module, you will be able to...

This module focuses on the first step in the negotiation process—planning for a negotiation.

After completing this module, you will be able to:

(1) Decide if a negotiation is position-based or interest-based

(2) Decide if a negotiation is dispute-resolution or deal-making

(3) Complete a negotiation analysis, including: setting a reservation price and stretch goal, identifying alternatives to a deal, and finding the zone of potential agreement

(4) Use a decision tree to determine your BATNA

(5) Conduct cross-cultural negotiations

(6) Resolve ethical issues in negotiations

(7) Decide if you should use an agent in a negotiation

 Coursera

Successful Negotiation: Essential Strategies and Skills

Week 2

Assess Your Negotiating Style

Assess Your Negotiating Style

Assessing Your Negotiating Style*

 To assess your negotiation style while preparing for negotiations, complete the following three steps:

Complete the attachment to assess and understand your negotiating style.

Use the assessment to assess the style of the other side. This is especially important in cross-cultural negotiations. Remember that there can be considerable variation in negotiation style within a culture.

Do a gap analysis. Locate the major gaps between your style and the style of the other side. Focus on these gaps when preparing for the negotiation.

Additional tip: After completing the gap analysis, try a role reversal exercise where you use the style of the other side. This will enable you to better understand the other side’s style.

*Thank you to Jeswald Salacuse, Henry J. Braker Professor of Law and former Dean of The Fletcher School at Tufts University, for permission to reprint this assessment. For further information, see Chapter 2, “Determine the Type of Negotiation,” in

    Negotiating for Success:

http://www.amazon.com/Negotiating-Success-Essential-Strategies-Skills/dp/0990367193/ref=sr_1_1?s=boo....

http://www.smashwords.com/books/view/483669

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Assessing Your Negotiating Style

Instructions: Listed below are ten important traits of a person’s negotiating style and approach. Each trait demonstrates a wide range of variations, which can be organized along a continuum, as has been done below. With respect to each trait, indicate with an X where your own negotiating style and approach in business negotiation falls along each continuum.

1. Goal: What is your goal in business negotiations: a binding contract or the creation of a relationship?

2. Attitudes: What is your attitude toward negotiation: win/lose or win/win?

3. Personal Styles: During negotiations, is your personal style informal or formal?

4. Communications: Is your communication style in negotiation direct (for instance, clear and definite proposals and answers) or indirect (for instance, vague, evasive answers)?

5. Time Sensitivity: In the negotiation process, is your sensitivity to time high (for instance, you want to make a deal quickly) or low (you negotiate slowly)?

6. Emotionalism: During negotiations, is your emotionalism high (that is, you have a tendency to display your emotions) or low (you hide your feelings)?

7. Agreement Form: Do you prefer agreements that are specific (that is, detailed) or general?

8.Agreement Building: Do you view negotiation as bottom up (reach agreement on details first) or top down (begin with agreement on general principle)?

9. Team Organization: As a member of a negotiating team, do you prefer having one leader who has authority to make a decision or decision making by consensus?

10. Risk Taking: Is your tendency to take risks during negotiations high (for instance, your opening offer to sell is extremely high) or low?

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