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University of Pennsylvania

Negotiations

University of Pennsylvania via Coursera

Overview

In this course, you will learn crucial skills needed to understand the intricate dynamics that go into the process of negotiation, and how you can go into your negotiation confident and fully prepared.
You'll learn about the framework that goes into shaping a successful negotiation, in addition to gaining the knowledge that will allow you to adapt to rapidly changing circumstances. You'll also learn about emotional control, crafting questions to help you get the information that you need, and skills that will allow you to negotiate in any setting. You will also successfully learn how to navigate a negotiation through real-world exercises, and how to best work to build trust, diffuse anger, and make rational decisions based on the information at hand. Lastly, you will learn how to prepare to negotiate in any setting and use your skills to facilitate with teams and influence outcomes.

By the end of this course, you’ll be able to utilize your newly acquired skills to successfully negotiate for employment, contracts, and in any part of your life. Within this course, you will end with the knowledge of how to craft a successful negotiation strategy and manage the conflict that can arise, as well as build trust.

Syllabus

  • Module 1 – Framework
    • In this module, you will learn the basic structure of every negotiation process. You will review the stages of a negotiation, and what steps you should take to prepare. You will also learn about how to exchange information effectively, and how the information exchange process can influence negotiated outcomes. You will also learn how best to exchange offers. You will reinforce these concepts through peer discussions and by completing an actual negotiation in a setting of your choice. By the end of this module, you will be able to think about negotiations systematically, and you will be better positioned to start and close a negotiation with any counterpart.
  • Module 2 – Negotiation Fundamentals
    • In this module, you will learn foundational concepts to improve your negotiation outcomes. You will learn about implicit beliefs and how they can affect your mindset prior to a negotiation. You will also learn about the Zone of Agreement, and how perceptions of the bargaining zone impact your first offer and bargaining position. Next, you will discover ways to use leverage in your negotiations, and how to add issues to make any negotiation more integrative. You will then discover ways to ask questions—and to listen to answers—to increase the likelihood that you will gain information. Finally, we will integrate key lessons to the applied context of employment negotiations. By the end of this module, you will have gained insight into how implicit beliefs influence your ability to succeed in a negotiation, how to add issues and use leverage, and how to best ask questions to gather the information that you need.
  • Module 3 – Negotiation Dynamics
    • In this module, you will learn how to contend with deception, a prevalent challenge in nearly every negotiation context. Next, you will learn about ethics and trust in negotiation. You will learn how to build trust and in whom you should place your trust. You will also gain insight into your own personality by completing the guilt-proneness scale, and learn how guilt-proneness influences negotiations. You will learn about power dynamics, time pressure, and how to manage teams in negotiations. By the end of this module, you will have learned how to detect and counter deception, gained insight into your own guilt-proneness, how to build trust, and how power and time pressure shape negotiation outcomes.
  • Module 4 –Negotiator Mindset
    • In this module, you will learn how emotion influences negotiations. You will first learn about emotional regulation and how different emotional states influence how we interact with others. Next, you will learn how to manage and deal with anxiety before and during the negotiation process, as well as how to diffuse anger when dealing with a counterpart. Lastly, you will learn how to use humor to build relationships. By the end of this module, you will understand how recognizing and regulating emotion can make you more successful in any negotiation. By understanding how to use humor, diffuse anger, and manage your own emotions, you will become a far more effective negotiator.

Taught by

Maurice Schweitzer

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