The Art of Negotiation

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

Created by:   University of California, Irvine

  • Sue Robins, M.S. Ed.
    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.
Commitment4-8 hours of videos, readings, and quizzes
EnglishSubtitles: Vietnamese, Spanish
How To PassPass all graded assignments to complete the course.
User Ratings
Average User Rating 4.2See what learners said
What is Negotiation?
2 videos4 readings
  1. Reading: About this Course
  2. Reading: Please Take this Survey
  3. Reading: Resources
  4. Reading: Module 1 Lecture Slides
  5. Video: 1.1 Introduction to Negotiation
  6. Video: 1.2 What is Negotiation?
Graded: Review
Influencing Factors and Considerations
3 videos1 reading
  1. Video: 2.1 Factors That Influence How a Negotiation Proceeds
  2. Video: 2.2 Negotiation Strategy
  3. Video: 2.3 Value, Fairness, and Successful Outcomes
  4. Reading: Module 2 Lecture Slides
Graded: Review
You and Your Counterparts as Negotiators
3 videos1 reading
  1. Video: 3.1 Traits of Negotiators
  2. Video: 3.2 Behaviors that Make a Difference
  3. Video: 3.3 Behavior Traits of Successful Negotiators
  4. Reading: Module 3 Lecture Slides
  5. Peer Review: Optional Peer Review: Practice Your Negotiation Skills
Graded: Review
Preparation, Planning and Implementation
6 videos3 readings
  1. Video: 4.1 Making Offers
  2. Video: 4.2 Framework Agreement
  3. Video: 4.3 Best Alternative to a Negotiated Agreement
  4. Video: 4.4 Developing Options for Negotiation
  5. Video: 4.5 Best Practices of Negotiation
  6. Reading: Module 4 Lecture Slides
  7. Video: Guest Speaker: Best Practices in Negotiation in Business
  8. Reading: Course Wrap-Up
  9. Reading: End of Course Survey
Graded: Review
How It Works
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
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University of California, Irvine
Since 1965, the University of California, Irvine has combined the strengths of a major research university with the bounty of an incomparable Southern California location. UCI’s unyielding commitment to rigorous academics, cutting-edge research, and leadership and character development makes the campus a driving force for innovation and discovery that serves our local, national and global communities in many ways.

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