- From www.coursera.org
Negotiation Fundamentals
- Self-paced
- Free Access
- Fee-based Certificate
- 4 Sequences
- Introductive Level
Course details
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.
Prerequisite
None.
Instructors
Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science
Editor
The École supérieure des sciences économiques et commerciales (more commonly known as ESSEC Business School or ESSEC) is a leading French business and management school, founded in 1907 as a not-for-profit association (under the French law of 1901), with its main campus in Cergy. It also has branches in La Défense, Rabat and Singapore, which are used in particular for the ESSEC Global BBA and ESSEC Executive MBA programmes.
Founded by Jesuits in response to the creation of HEC Paris, it remained independent of any chamber of commerce and industry for a long time before coming under the control of the Versailles Chamber of Commerce and Industry in 1981, which became the Paris Île-de-France Chamber of Commerce and Industry in 2013. It is a member of the CY Alliance, formerly the Université Paris-Seine.
The ESSEC group offers a wide range of management courses, in particular through its 'Grande École Programme', a post-graduate preparatory course leading to a Master's degree. It also offers a BBA (Bachelor in Business Administration), specialised masters (MS), an MBA and doctorates.
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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