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The Art of Negotiation, University of California, Irvine

4.3
903 ratings
154 reviews

About this Course

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...

Top reviews

By EE

Nov 29, 2017

Considering and placing value on my counterpart's interest as a way to obtaining an overall positive outcome in negotiations made sense to me as a Christian. Applying this principle

By VL

Dec 03, 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!

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152 Reviews

By Vanessa Lea

Dec 03, 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!

By Mayrine French

Nov 18, 2018

Excellent skill builder! Priceless in my profession!

By Abdelmohimen Hemdan

Oct 27, 2018

amazing course for life and working

By DINAH NITA TEINOR

Oct 26, 2018

Great class and content. I can’t wait to apply in real life situations. Thank you.

By Anthony Ciocco

Oct 12, 2018

Videos were long winded, speaking style if hard to follow, too dry, sounds like no actual thought behind the words, just reading a teleprompter. Quizzes were poorly worded, many questions had multiple answers that could legitimately be considered correct in various scenarios.

By usama dar

Oct 10, 2018

A lot of information regarding the negotiation. very good subject and informative.

By Rafal Fabianowicz

Sep 25, 2018

Great opportunity!

By 欧阳文杰

Sep 07, 2018

Fantastic

By Clemence Ayekple

Aug 25, 2018

Thanks for this course because I have added a lot to my knowledge.

By Ricardo Gomes

Aug 19, 2018

Great!