Successful Negotiation: Essential Strategies and Skills
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.
| Shareable Certificate | Earn a Certificate upon completion |
| 100% online | Start instantly and learn at your own schedule. |
| Flexible deadlines | Reset deadlines in accordance to your schedule. |
| Hours to complete | Approx. 16 hours to complete |
| Available languages | Subtitles: Ukrainian, Portuguese (European), Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, English, Spanish |
| Career direction | 21% started a new career after completing these courses |
| Career Benefit | 23% got a tangible career benefit from this course |
| Career promotion | 15% got a pay increase or promotion |
SKILLS YOU WILL GAIN
- Strategic Negotiations
- Communication
- Negotiation
- Decision Tree
Institution:
This Course Offered by University of Michigan
The mission of the University of Michigan is to serve the people of Michigan and the world through preeminence in creating, communicating, preserving and applying knowledge, art, and academic values, and in developing leaders and citizens who will challenge the present and enrich the future.
Instructor
George Siedel
George J. Siedel completed graduate studies at the University of Michigan and Cambridge University. Following graduation, he worked as an attorney in a professional corporation before joining the faculty at the University of Michigan. Professor Siedel has been admitted to practice before the United States Supreme Court and in Michigan, Ohio, and Florida. He has also served on several boards of directors and as Associate Dean at the University of Michigan’s Ross School of Business. Professor Siedel was a Visiting Professor at Stanford University and Harvard University, a Visiting Scholar at Berkeley, and a Parsons Fellow at the University of Sydney. He has been elected a Visiting Fellow at Cambridge University’s Wolfson College and a Life Fellow of the Michigan State Bar Foundation. As a Fulbright Scholar in Eastern Europe, he held a Distinguished Chair in the Humanities and Social Sciences. The author of numerous books and articles, Professor Siedel has received the Faculty Recognition Award from the University of Michigan and several national research awards, including the Hoeber Award, the Ralph Bunche Award, and the Maurer Award. In 2018, he received the Distinguished Career Achievement Award from the Academy of Legal Studies in Business. Professor Siedel teaches undergraduate and graduate courses at the University of Michigan and seminars to business leaders around the world. Hundreds of thousands of learners worldwide have joined his Coursera courses on “Successful Negotiation: Essential Strategies and Skills” and “Making Successful Decisions Through the Strategy, Law & Ethics Model.” Professor Siedel has received many teaching awards, including the 2018 Executive Program Professor of the Year Award from a consortium of thirty-six leading universities committed to international education. CV: http://www.bus.umich.edu/FacultyBios/CV/gsiedel.pdf?_ga=1.233053850.503780887.1417452891
Syllabus – What you will learn from this course
Welcome to Successful Negotiation!
Through this course you’ll learn and practice the strategies and skills that will help you become a successful negotiator in your personal life and business transactions. After completing this module, you’ll be able to state the four key stages of negotiation and what you need to do successfully complete this course.
Prepare: Plan Your Negotiation Strategy
This module focuses on the first step in the negotiation process – planning for a negotiation. One critical component you’ll learn is how to complete a negotiation analysis to set you up for success.
Negotiate: Use Key Tactics for Success
This module focuses on two especially important topics: (1) how to use power during negotiations and (2) psychological tools that you can use during negotiations. Keep a paper and pencil handy, as you’ll be participating in several experiments as watch these videos!
Close: Create a Contract
This module focuses on the negotiation that takes place in a business deal after reaching an initial agreement – the negotiation to create a binding contract. Among other things, you’ll learn to decide if you need a lawyer or can act as your own for contract creation. However, the videos should not be construed as providing legal advice.
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