An Introduction to Negotiation: A Technique Guide for Changing into a Disciplined and Persuasive Negotiator

About this course

This course will assist you to turn out to be a greater negotiator. Not like many negotiation programs, we develop a framework for analyzing and shaping negotiations. This framework will help you make persuasive principled arguments. It is going to help you see beneath the floor of apparent conflicts to uncover underlying pursuits. You’ll depart the course higher with the power to foretell, interpret and form the habits of the folks you face in aggressive conditions.

Versatile deadlines Versatile deadlines Reset deadlines to suit your schedule.Shareable Certificates Shareable Certificates Research for a certificates 100% full 100% on-line Get began now immediately and study by yourself schedule. Completion timeAbout 32 hours to finishObtainable languagesSubtitles: Arabic, French, Portuguese (Europe), Italian, Vietnamese, Korean, German, Russian, English, Spanish

Abilities you’ll acquire

  • Sport idea
  • Negotiate
  • Cooperation
  • Negotiating with ideas

Syllabus – What you’ll study from this course


Week 1

Introduction / What’s Pie?

I promise that this course will make you a greater, smarter, extra strategic negotiator. To do this, we start by laying the groundwork for negotiation, a “pie” idea. Over time, I’ve found that even probably the most skilled negotiators are inclined to lack a framework on which to base their negotiating strategy. Whereas some folks attempt to bully their method to better market share, most individuals make arguments that appear honest to them. However what sounds honest to them is commonly not honest to the opposite aspect. Their standards of what’s honest might favor them. The pie idea is helpful as a result of it would not rely on which aspect you are on. It gives ideas that may change the best way you strategy negotiations — on this course and in life. It is going to help you give you convincing arguments for others. That is why I train you about it first.


Week 2

Negotiation Spherical

You’ve got received the idea. Now let’s use it. I’ll present apply the cake framework to some small circumstances or containers. The Merger case seems at how the synergy gained from the merger might be shared by the 2 events. Whereas that is nonetheless a stylized case, you may see the way it applies on to some very actual merger negotiations. “Begin By Asking” shares a wage negotiation carried out by one among my college students and gives a chance to introduce the thought of ​​one’s reservation worth, or BATNA. You may additionally study why it is best to by no means say no. We finish the week with our first interactive train – the Ultimatum Sport. Right here you’ve gotten the chance to barter together with your classmates and with me. You even have your first proficiency check for the course. I’ve tried to make it as a lot a studying alternative as doable as a result of it’s a check of your capacity to use the ideas offered.


Week 3

Zincite Shell

The Zincit case presents the chance to debate a variety of matters together with put together for a negotiation, challenge ultimatums, alternate eliminations, keep away from regrets, increase the pie and cope with somebody who has a really completely different view of the world.


Week 4

The case of outsiders

Our second case examine is harder. Right here every get together has some hidden data that the opposite get together should not preserve secret. Identical to in actual life, neither aspect has sufficient data to give you an answer on their very own. Because of this, data sharing and disclosure turns into an vital a part of the negotiation. What ought to all sides share? What ought to they preserve to themselves? This case gives a chance to debate the important thing questions surrounding disclosure, together with some negotiating ways: who ought to make the primary supply, what the primary supply seems like. and the way you need to reply to threats.

  • Present extra


Week 5

Superior theme

This module is a group of brief classes. We cowl all the pieces from negotiating if you end up not capable of negotiate over electronic mail. There is a test-taking bypass, displaying how the sport idea strategy we use in negotiation might help you (or your little one) do higher on standardized exams. I shut with some key classes I realized from a taxi journey the incorrect manner.


Week 6

Linda Babcock: Ask for it

On this module, we function Professor Linda Babcock, James M. Walton Professor of Economics at Carnegie-Mellon College and a world-renowned knowledgeable on negotiation. Her specialty is the function of gender variations in negotiation. She co-authored quite a few well-cited journal articles and two award-winning books: Girls Do not Ask and Ask for It. In a collection of displays, Linda places some {dollars} and cents on the worth of asking, displaying you put together after which ask. The worth of this materials is just not just for ladies. We are able to all study to be higher ready for a negotiation, tender in fashion and difficult, and aiming excessive with out falling aside. As an additional, Ayana Ledford, Founding Government Director of PROGRESS at Carnegie-Mellon College, explains how they train negotiation to youngsters as a life talent.


Week 7

Herb Cohen: You Can Negotiate Something

On this module we now have Herb Cohen concerned. Herb is a negotiator, and we’re lucky to have his insights. He’s the creator of two classics on negotiation: You Can Negotiate Something and Negotiate This!


Week 8

John McCall MacBain: Salaryman

In 1987, John bought a categorized promoting journal in Montreal known as Auto Hebdo, the primary journal that will turn out to be a worldwide portfolio of Auto Dealer, Purchase and Promote, and printed brochures. categorized otherwise. Over the following twenty years, he purchased about 500 newspapers and web sites world wide – China, Russia, Poland, Australia, Columbia, Sweden, Hungary, Italy, Canada, Argentina, Brazil. He bought the enterprise, purchased it again, took it public, and finally maximized shareholder worth by promoting the complete enterprise into 5 items. He’s at present a philanthropist with a give attention to schooling. I’ve identified John for 35 years, since we had been classmates in Oxford. And I used to be within the entrance row coping with him as I served on the board of his firm, Dealer Categorized Media. His paperwork is all about shopping for and promoting, however nobody is healthier for buying and selling. He’s an instance of principled negotiation. You might be in a particular remedy.


Week 9

Acknowledgments and additional readings

often requested Questions

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