Successful Negotiation: Essential Strategies and Skills

Successful Negotiation: Essential Strategies and Skills

Course
en
English
14 h
This content is rated 0 out of 5
Source
  • From www.edx.org
Conditions
  • Self-paced
  • Free Access
  • Fee-based Certificate
More info
  • 7 Sequences
  • Introductive Level

Their employees are learning daily with Edflex

  • Safran
  • Air France
  • TotalEnergies
  • Generali
Learn more

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

None.

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.

Platform

Harvard University, the Massachusetts Institute of Technology, and the University of California, Berkeley, are just some of the schools that you have at your fingertips with EdX. Through massive open online courses (MOOCs) from the world's best universities, you can develop your knowledge in literature, math, history, food and nutrition, and more. These online classes are taught by highly-regarded experts in the field. If you take a class on computer science through Harvard, you may be taught by David J. Malan, a senior lecturer on computer science at Harvard University for the School of Engineering and Applied Sciences. But there's not just one professor - you have access to the entire teaching staff, allowing you to receive feedback on assignments straight from the experts. Pursue a Verified Certificate to document your achievements and use your coursework for job and school applications, promotions, and more. EdX also works with top universities to conduct research, allowing them to learn more about learning. Using their findings, edX is able to provide students with the best and most effective courses, constantly enhancing the student experience.

This content is rated 4.5 out of 5
(no review)
This content is rated 4.5 out of 5
(no review)
Complete this resource to write a review