À propos de ce cours
4.7
4,875 ratings
1,180 reviews
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 and includes the University of Michigan logo. Learn more about Certificates at: https://learner.coursera.help/hc/en-us/articles/209819053-Get-a-Course-Certificate This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: https://www.coursera.org/learn/negociacion/ To join the fully translated Portuguese version, visit this page: https://www.coursera.org/learn/negociacao Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish Created by: University of Michigan The course logo composite is shared with a Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) license, and was created using images provided courtesy of Flazingo Photos (http://bit.ly/1zOylRm) and K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432)....
Globe

Cours en ligne à 100 %

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Calendar

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Clock

Recommandé : 7 weeks of study, 75 minutes/week

Approx. 14 heures pour terminer
Comment Dots

English

Sous-titres : English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish

Compétences que vous acquerrez

Strategic NegotiationsCommunicationNegotiationDecision Tree
Globe

Cours en ligne à 100 %

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Calendar

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Clock

Recommandé : 7 weeks of study, 75 minutes/week

Approx. 14 heures pour terminer
Comment Dots

English

Sous-titres : English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish

Programme du cours : ce que vous apprendrez dans ce cours

1

Section
Clock
2 heures pour terminer

Welcome to Successful Negotiation!

Through this course you'll learn and practice the strategies and skills that will help you become a successful negotiator in your personal life and business transactions. After completing this module, you'll be able to state the four key stages of negotiation and what you need to do successfully complete this course. ...
Reading
2 vidéos (Total 24 min), 7 lectures
Video2 vidéos
Introduction to the University of Michigan11 min
Reading7 lectures
Course Focus10 min
How to Succeed in This Course10 min
Earning a Course Certificate10 min
Help us learn more about you!10 min
About the Professor10 min
Syllabus10 min
Suggested Readings10 min

2

Section
Clock
3 heures pour terminer

Prepare: Plan Your Negotiation Strategy

This module focuses on the first step in the negotiation process - planning for a negotiation. One critical component you'll learn is how to complete a negotiation analysis to set you up for success....
Reading
10 vidéos (Total 147 min), 4 lectures, 1 quiz
Video10 vidéos
A Position Based or Interest Based Negotiation8 min
A Dispute Resolution or Deal Making Negotiation?17 min
Analyzing the Negotiation19 min
Your BATNA in a Dispute Resolution Negotiation14 min
Using Decision Trees to Complete Your BATNA Analysis9 min
Cross-Cultural Negotiations16 min
How to Handle Ethical Issues15 min
General Ethical Standards14 min
Using Agents in Negotiations17 min
Reading4 lectures
After completing this module, you will be able to...10 min
Suggested Readings10 min
Assess Your Negotiating Style10 min
Checklist of Ethical Standards and Guidelines10 min
Quiz1 exercice pour s'entraîner
Show What You Know20 min

3

Section
Clock
3 heures pour terminer

Negotiate: Use Key Tactics for Success

This module focuses on two especially important topics: (1) how to use power during negotiations and (2) psychological tools that you can use during negotiations. Keep a paper and pencil handy, as you'll be participating in several experiments as watch these videos!...
Reading
9 vidéos (Total 96 min), 4 lectures, 1 quiz
Video9 vidéos
Using Power in Negotiations15 min
Introduction to Psychological Tools; Mythical Fixed Pie Assumption12 min
Psychological Tools: Anchoring8 min
Psychological Tools: Overconfidence12 min
Psychological Tools: Framing7 min
Psychological Tools: Availability5 min
Psychological Tools: Escalation15 min
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective10 min
Reading4 lectures
After completing this module, you will be able to...10 min
Suggested Readings10 min
Developing Your Negotiating Power10 min
Checklist of Psychological Tools10 min
Quiz1 exercice pour s'entraîner
Show What You Know20 min

4

Section
Clock
2 heures pour terminer

Close: Create a Contract

This module focuses on the negotiation that takes place in a business deal after reaching an initial agreement – the negotiation to create a binding contract. Among other things, you'll learn to decide if you need a lawyer or can act as your own for contract creation. However, the videos should not be construed as providing legal advice. ...
Reading
6 vidéos (Total 76 min), 3 lectures, 1 quiz
Video6 vidéos
Sources of Contract Law10 min
Creating Contracts: The Agreement13 min
Creating Contracts: Consideration and Legality8 min
Creating Contracts: Writing Requirements19 min
Business vs. Legal Objectives in Contracting17 min
Reading3 lectures
After completing this module, you will be able to...10 min
Suggested Readings10 min
Contract Law Checklist10 min
Quiz1 exercice pour s'entraîner
Show What You Know20 min
4.7
Direction Signs

24%

a commencé une nouvelle carrière après avoir terminé ces cours
Briefcase

83%

a bénéficié d'un avantage concret dans sa carrière grâce à ce cours
Money

12%

a obtenu une augmentation de salaire ou une promotion

Meilleurs avis

par ABMar 9th 2017

Probably the best course videos Ive come across. Professor George I believe is an amazing teacher...the way he gets the concept across to students by simple and constant examples is worth mentioning..

par YTSep 18th 2015

This is one of the best and enlightening MOOC I have taken and I already start reaping the benefit. I encourage everyone who is serious about his/her career to consider this course!\n\nYannick Kounga

Enseignant

George Siedel

Williamson Family Professor of Business Administration and Thurnau Professor of Business Law

À propos de University of Michigan

The mission of the University of Michigan is to serve the people of Michigan and the world through preeminence in creating, communicating, preserving and applying knowledge, art, and academic values, and in developing leaders and citizens who will challenge the present and enrich the future....

Foire Aux Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

D'autres questions ? Visitez le Centre d'Aide pour les Etudiants.