Back to The Art of Negotiation
University of California, Irvine

The Art of Negotiation

The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session. Upon completing this course, you will be able to: 1. Learn about the nature of negotiation and how it differs from selling 2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation 3. Explain the role of authority and how to address it in negotiations 4. Explain the role of power in negotiations and how to address power inequities 5. Explain the positive and negative influences of empowerment 6. Learn the different “stances” or negotiation styles negotiators might adopt 7. Demonstrate the factors that influence which negotiation style is implemented 8. Describe the personal and behavioral characteristics of an effective negotiator 9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator 10. Assess your own values and personal style and how they affect the negotiation process 11. Learn about the critical importance of planning and preparation in the negotiation process

Status: Conflict Management
Status: Influencing
Course7 hours

Featured reviews

AE

5.0Reviewed Dec 29, 2020

This course helped me to think more thoroughly about the elements of successful negotiation. I intend to incorporate ideas from this course into my practice of negotiation on the job going forward.

PH

5.0Reviewed May 2, 2020

This course has helped me in enhancing my personal skills as well as helping me in my career. Once again, thank you for providing us with such a comprehensive course.

HH

5.0Reviewed Sep 12, 2020

Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.

SE

4.0Reviewed Sep 5, 2015

succinct, down-to-earth and focused on the essentials - just what I wanted and got! However, certainly no substitute for a negotiation course e.g. as part of an MBA. Overall a bit colourless.

DD

4.0Reviewed Jul 2, 2020

This course made the material easy to find. The only issue is being able to take the quiz 8 hours after you failed it. I think that is a bit excessive but other than that I enjoyed it.

CP

5.0Reviewed Jan 5, 2020

This course really taught me well about negotiation skill. I can understand completely on how we need to prepare, highlight and implement negotiation skills in our deals

VL

5.0Reviewed Dec 3, 2018

helpful and practical coverage of the principled negotiation method. Excellent base for newbies and refresher for old-timers. Never hurts to refresh the basics!

AK

5.0Reviewed Jul 13, 2020

Really deep and real life problem and situation based condition and how to respond it effectively.after completing this course any body could negotiate easily and effectively.

RG

5.0Reviewed Jul 14, 2021

Challenges you and makes you think during the whole course. Helps you order previous negotiating experience into a (hopefully and probably) succesful strategy in the future

CM

5.0Reviewed Nov 16, 2020

This is such a perfect course for negotiations generally in business as well in every other aspect of life .It teaches of so many key things in life including listening skills amongst others

A

5.0Reviewed Nov 13, 2023

The course is quite focussed, intuitive and very well organised . It touches almost all the subtle points being used in a negotiation. I learnt a lot . Thank you.

PM

4.0Reviewed Jun 4, 2022

Good points to consider. I was happy this wasn't focused on general coaching in the lines of "go get them", but rather on practical action items such as preparing data

All reviews

Showing: 20 of 528

Vanshika Gupta
1.0
Reviewed May 3, 2020
Laura Sivu
1.0
Reviewed Oct 8, 2015
Ekereobong Michael-Akuboh
5.0
Reviewed Nov 29, 2017
Dan
1.0
Reviewed Mar 31, 2020
Catherine Milewski
5.0
Reviewed Oct 21, 2020
Vanessa Lea
5.0
Reviewed Dec 3, 2018
Cibils Thomas
1.0
Reviewed Sep 13, 2015
Christy Benjamin
1.0
Reviewed Aug 4, 2017
BoXiang Wang
1.0
Reviewed May 7, 2020
ANDRE CONRADO DE BRITO
1.0
Reviewed Apr 13, 2019
DINAH NITA TEINOR
5.0
Reviewed Oct 27, 2018
usamadar dar
5.0
Reviewed Oct 10, 2018
Martin Sierra
5.0
Reviewed Jan 6, 2019
Mayrine French
5.0
Reviewed Nov 19, 2018
Abdelmohimen Hemdan
5.0
Reviewed Oct 27, 2018
Dũng Nguyễn Đăng Tuấn
4.0
Reviewed Dec 14, 2018
Mohamed Hany
1.0
Reviewed Sep 5, 2015
Chairman Mwangi
5.0
Reviewed Nov 16, 2020
Anoop Gopalakrishnan
5.0
Reviewed Jan 30, 2018
Aura Mases Tortosa
5.0
Reviewed Aug 30, 2017