Negotiation  Fundamentals
ESSEC Business School
Coursera
list 4 sequences
assignment Level : Introductive
chat_bubble_outline Language : English
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Key information

credit_card Free access
verified_user Fee-based Certificate
timer 4 hours in total

About the content

This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations. In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

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Syllabus

WEEK 1 - Negotiation strategy
In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation. 

WEEK 2 - Negotiation preparation
In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it.
This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.

WEEK 3 - Value creation & Value claiming
This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them! 

WEEK 4 - Negotiation process
This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care
of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.

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Intructors

Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

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Content designer

For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.

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Platform

Coursera is a digital company offering massive open online course founded by computer teachers Andrew Ng and Daphne Koller Stanford University, located in Mountain View, California. 

Coursera works with top universities and organizations to make some of their courses available online, and offers courses in many subjects, including: physics, engineering, humanities, medicine, biology, social sciences, mathematics, business, computer science, digital marketing, data science, and other subjects.

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Best review

This is a must to take if you want to specialize negotiation. It is very insightful and love the pacing and the teachers on the videos. The assignments are also challenging enough to think harder, not to mention the graded and practice quizzes! Will definitely recommend to my friends.

Published on March 4, 2018
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on the March 4, 2018
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This is a must to take if you want to specialize negotiation. It is very insightful and love the pacing and the teachers on the videos. The assignments are also challenging enough to think harder, not to mention the graded and practice quizzes! Will definitely recommend to my friends.

on the December 26, 2017
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Very well-made course! It gives a very useful overview about negotiation on a quality level. The way of presenting is the best I have jet seen in a Courser course.

on the November 20, 2017
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This course provides a wonderful framework in which to prepare, negotiate, and assess the fruits of your negotiations. I would highly recommend it to anyone who wishes to negotiate in a more systematic way, with greater prospects of success.

on the October 22, 2017
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Very much enjoyed this course and will be bringing the structured 10 point preparation points into our company to best prepare for our future negotiation of deals! The tests were a little complicated but the content was easy to follow and engaging!

on the July 20, 2017
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I enjoyed this course so much! I totally recommended to anyone who wants to know and discover the intrinsics of business negotiations.