- From www.edx.org
Successful Negotiation: Essential Strategies and Skills
- Self-paced
- Free Access
- Fee-based Certificate
- 7 Sequences
- Introductive Level
Course details
Syllabus
Week 1 Welcome to Successful Negotiation!
- Introduction and Overview
Week 2 Prepare: Plan Your Negotiation Strategy
Should I Negotiate?
Position Based and Interest Based Negotiation
A Dispute Resolution or Deal Making Negotiation?
Analyzing the Negotiation
Best Alternative to a Negotiated Agreement
Cross-Cultural Negotiations
Ethical Issues and Standards
Agents
Week 3 Negotiate: Use Key Tactics for Success
Getting to Know the Other Side and Using Power in Negotiations
Psychological Tools: Introduction and Mythical Fixed Pie Assumption
Anchoring, Overconfidence, and Framing
Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective
Week 4 Close: Create a Contract
About Contract Law
Creating Contracts
Business vs. Legal Objectives in Contracting
Week 5 Perform and Evaluate: The End Game
Dispute Prevention
ADR Concepts and Tools
Arbitration
Mediation
Contract Performance Review and Evaluation
Week 6 Practice Your Negotiation Skills
Your Negotiation Exercise
Planning for Negotiation and Negotiation Tactics
Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie
Week 7 Final Examination
Prerequisite
Instructors
George Siedel
Williamson Family Professor of Business Administration and Thurnau Professor of Business Law
University of Michigan
Editor
The University of Michigan (UM, UMich or simply Michigan) is a public research university located in Ann Arbor, Michigan, in the United States. Founded in 1817, the university is Michigan's oldest and largest.
The mission of the University of Michigan is to serve the people of Michigan and the world by taking a leadership role in creating, communicating, preserving, and applying academic knowledge, art, and values, and by developing leaders and citizens who will challenge the present and enrich the future.
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