Successful Negotiation: Essential Strategies and Skills in University of Michigan

Successful Negotiation: Essential Strategies and Skills University of Michigan

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Created by University of Michigan Staff Last updated Fri, 04-Mar-2022 English


Successful Negotiation: Essential Strategies and Skills in University of Michigan free videos and free material uploaded by University of Michigan Staff .

Syllabus / What will i learn?

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



                                              Curriculum for this course
                                              0 Lessons 00:00:00 Hours
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                                              Description

                                              We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement.

                                              I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation:

                                              (1) Prepare: Plan Your Negotiation Strategy

                                              (2) Negotiate: Use Key Tactics for Success

                                              (3) Close: Create a Contract

                                              (4) Perform and Evaluate: The End Game

                                              To successfully complete this course and improve your ability to negotiate, you’ll need to do the following:

                                              (1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations!

                                              (2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at http://negotiationplanner.com/

                                              (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material.

                                              Course Certificate

                                              You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course.

                                              Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish

                                              Created by: University of Michigan

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