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University of California, Irvine

The Art of Negotiation

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

状态:Influencing
状态:General Sales Practices
课程小时

精选评论

AG

5.0评论日期:Jan 29, 2018

I am new to Coursera and this is my first course. I found it very helpful in the current area of work. The detailing is good and the concepts are practicable.

DR

4.0评论日期:Feb 15, 2019

Excellent course with great insights about the often tense and difficult world of negotiations. Only thing I think that could have made this course better would be to have some case studies.

VU

4.0评论日期:Sep 9, 2015

Best short and brief video as well as presentations. It helped me lot to learn new styles and approches towards "negotiations" which is part of daily life these days. Thanks to the team and Coursera.

HH

5.0评论日期:Sep 11, 2020

Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.

SE

4.0评论日期:Sep 4, 2015

succinct, down-to-earth and focused on the essentials - just what I wanted and got! However, certainly no substitute for a negotiation course e.g. as part of an MBA. Overall a bit colourless.

EM

5.0评论日期:Nov 28, 2017

Considering and placing value on my counterpart's interest as a way to obtaining an overall positive outcome in negotiations made sense to me as a Christian. Applying this principle

VL

4.0评论日期:Sep 26, 2015

Great course! Summarized the experiences I had on actual negotiation. Also provided good tips, hint and resources for further study to improve my negotiation skills.

CM

5.0评论日期:Nov 15, 2020

This is such a perfect course for negotiations generally in business as well in every other aspect of life .It teaches of so many key things in life including listening skills amongst others

AE

5.0评论日期:Dec 28, 2020

This course helped me to think more thoroughly about the elements of successful negotiation. I intend to incorporate ideas from this course into my practice of negotiation on the job going forward.

VL

5.0评论日期:Dec 2, 2018

helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!

PM

4.0评论日期:Jun 3, 2022

Good points to consider. I was happy this wasn't focused on general coaching in the lines of "go get them", but rather on practical action items such as preparing data

MA

4.0评论日期:Dec 10, 2020

good lecture for beginner but slides can be more present during the lecture to support the professor. Most of the time the background is white and it is easy to get distracted then.

所有审阅

显示:20/528

Vanshika Gupta
1.0
评论日期:May 3, 2020
Laura Sivu
1.0
评论日期:Oct 7, 2015
Ekereobong Michael-Akuboh
5.0
评论日期:Nov 29, 2017
Dan
1.0
评论日期:Mar 30, 2020
Catherine Milewski
5.0
评论日期:Oct 21, 2020
Vanessa Lea
5.0
评论日期:Dec 3, 2018
Cibils Thomas
1.0
评论日期:Sep 13, 2015
Christy Benjamin
1.0
评论日期:Aug 3, 2017
BoXiang Wang
1.0
评论日期:May 7, 2020
ANDRE CONRADO DE BRITO
1.0
评论日期:Apr 12, 2019
DINAH NITA TEINOR
5.0
评论日期:Oct 26, 2018
usamadar dar
5.0
评论日期:Oct 9, 2018
Martin Sierra
5.0
评论日期:Jan 5, 2019
Mayrine French
5.0
评论日期:Nov 18, 2018
Abdelmohimen Hemdan
5.0
评论日期:Oct 27, 2018
Dũng Nguyễn Đăng Tuấn
4.0
评论日期:Dec 14, 2018
Mohamed Hany
1.0
评论日期:Sep 5, 2015
Chairman Mwangi
5.0
评论日期:Nov 15, 2020
Anoop Gopalakrishnan
5.0
评论日期:Jan 30, 2018
Aura Mases Tortosa
5.0
评论日期:Aug 29, 2017