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This course is part of multiple programs.
Instructor: Sue Robins, M.S. Ed.
153,217 already enrolled
Included with
(3,004 reviews)
(3,004 reviews)
Understand how negotiation differs from selling
Identify common negotiation styles
Describe the personal and behavioral characteristics of an effective negotiator
Assess your personal style and how it affects the negotiation process
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4 assignments
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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
2 videos4 readings1 assignment
3 videos1 reading1 assignment
3 videos1 reading1 assignment1 peer review
6 videos3 readings1 assignment
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Reviewed on May 1, 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.
Reviewed on Jul 1, 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.
Reviewed on Oct 20, 2020
Good overview of negotiation. I liked that the instructor gave an outline of what she would cover in each video, covered each topic and then gave a summary of what was covered.
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