This course will teach you the necessary negotiation skills to be successful. We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete. This course will be supported by video, readings, a personal style survey, a podcast, and a required "mock" negotiation with a Peer group assessment.
RS
Procurement Negotiation was excellent program. Program having very good depth. I have gone through the video 3 times and read the materials due to depth knowledge. Thanks for the program.
NE
very information and educative too. Keep up the good work in making leaning available to all and sundry.
W
very good knowledge and professional teaching method
GM
Its been the best course so far am fully equipped
AA
Excellent Course, it reminds you of what important it is to develop a Negotiation Strategy plan before sitting in the negotiation table.
QI
Its the best course for the one in procurement and sales
JI
I think Global Procurement and sourcing is more reliable and dire need of the era. I thanks to coursera to fulfil my wish to become a procurement specialist. Thanks Coursera and Sir Don Klock.
EE
It is nice course, I would like to get a bit more examples on tactics and strategies. But in overall it is nice.
AR
The case is a great way to learn and apply the concepts. Having a real negotiator giving you real tips is helpful.
OD
Very insightful course with great content and exercises. Grateful to Prof Don Klock for sharing his extensive knowledge in the procurement field.
SN
The overall course is related to the tactics, planning and implementation of price negotiation plan and the strategies which can be helpful in applying those methods
BP
.Informative course about negotiation techniques.
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Great course, but final assignment requires peer review, and it looks like some assignments haven't been graded in two years. Can't recieve certificate until a peer reviews your final assignment.
This course is 90% "go read this on your own" instruction, 9% sitting around waiting for your peer review assignments to be graded, and 1% judging horrible typos and gramatical errors questioning if this really leads to any credible certification in the end. It's easy! If you work in this industry at all you can pass this course in your sleep. That is as long as you have any peers around to grade your assignments.
Excellent Course, it reminds you of what important it is to develop a Negotiation Strategy plan before sitting in the negotiation table.
Very informative regarding Negotiation practice. Hope to apply what I learned in the course in the future
great material!
Contents are great, but the overall learning/hands-on/grading experience did not meet expectation
Personal Feedback Statement: The Porto case provided valuable insights into structuring procurement negotiations effectively. It highlighted the importance of balancing cost reduction with quality assurance and delivery flexibility. I found the price ramp and tooling cap strategies particularly impactful for managing long-term supplier relationships. The exercise also reinforced the role of clear change control and payment term optimization in improving cash flow. Overall, it was a practical learning experience that enhanced my ability to define non-negotiables and trade-offs strategically.
Un curso muy útil para mejorar las estrategias de negociación como representante de Compras, recomiendo no sólo quedarse con los conceptos y sugerencias que enmarca este curso si no especializarse también en negociación efectiva ya que cada vez más proveedores capacitarán a sus vendedores y los compradores deben de estar preparados
A must for every individual who does business, since all businesses relies on customers and providers. Either way, you have to deal with them, and negotiaition is a skill you should be able to perform perfectly.
I think Global Procurement and sourcing is more reliable and dire need of the era. I thanks to coursera to fulfil my wish to become a procurement specialist. Thanks Coursera and Sir Don Klock.
Procurement Negotiation was excellent program. Program having very good depth. I have gone through the video 3 times and read the materials due to depth knowledge. Thanks for the program.
The overall course is related to the tactics, planning and implementation of price negotiation plan and the strategies which can be helpful in applying those methods
Very insightful course with great content and exercises. Grateful to Prof Don Klock for sharing his extensive knowledge in the procurement field.
Effective and fruitful course for both procurement professionals and the other people indirectly have interface with procurement processes.
Gran curso para poner en contexto muchas decisiones del día a día, en mi caso, gestión de proveedores y presupuestos.
as a new procurement supervisor. this course is super recommended. i learn a lot! thank you so much. God bless you
The case is a great way to learn and apply the concepts.
Having a real negotiator giving you real tips is helpful.
Course Content Is Very Good, Sep. the design and description of the course material is just right.
Great intro to negotiation with useful tips. Also, readings were interesting.
An overall picture of how a negotiation is conducted!