Weekly study2 hours
Successful Negotiation: Essential Strategies and Skills
Learn how to negotiate effectively in business and life
We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, and even employers, but negotiation is also the key to business success.
On this seven-week course from the University of Michigan, you’ll discover and practice the four steps to successful negotiation, and learn strategies to do it better.
Discover how to plan and analyse negotiations
Within any company, successful negotiation skills can lead to your career advancement. But each negotiation needs a strategy to give you the best chance of a positive outcome.
You’ll start by learning how to plan your negotiation strategy. This course will guide you through identifying the four key stages of negotiations and completing a negotiation analysis that will set you up for success.
Through your analysis, you’ll uncover the different types of negotiation, from position-based and interest-based negotiations to disput resolution and deal-making negotiations.
Develop key negotiation tools and skills that lead to success
Once you’ve prepared for a negotiation, you’ll explore the use of power and psychological tools at your disposal, such as anchoring, overconfidence, and framing.
Then, you’ll explore the negotiation that takes place in a business deal and learn how to apply your new skills to create a binding contract.
Explore dispute resolution processes in the event an agreement falls through
Sometimes, despite having a contract in place, a party may fail to perform as expected, leading to a dispute.
You’ll develop techniques for dispute prevention, as well as tools for resolving disputes, including arbitration and mediation.
Once you’ve built up your toolkit of negotiation skills, you’ll spend the final weeks of this course putting them to the test in a number of scenarios.
- Prepare: Plan Your Negotiation Strategy
- Negotiate: Use Key Tactics for Success
- Close: Create a Contract
- Perform and Evaluate: The End Game
Learning on this course
On every step of the course you can meet other learners, share your ideas and join in with active discussions in the comments.
What will you achieve?
By the end of the course, you‘ll be able to...
- Learn and practice helpful strategies and skills to become a successful negotiator in personal life and business transactions
- Identify four key stages of negotiation
- Learn how to complete a negotiation analysis to set you up for success
- Learn how to use power and psychological tools during negotiations
- Apply negotiation strategies and skills to a business deal
Who is the course for?
This course is designed for anyone interested in developing practical negotiation skills, whether for improving business deals or helping career advancement.
Who developed the course?
As the #1 public research university in the United States, U-M has been a leader in research, learning, and teaching for more than 200 years, with 102 Grad programs in the top 10 — U.S. News & World Report (2019).
LocationAnn Arbor, Michigan, USA
World rankingTop 30Source: Times Higher Education World University Rankings 2020
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