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URL: https://www.coursera.org/learn/art-of-negotiation

⇱ The Art of Negotiation | Coursera

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The Art of Negotiation

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Gain insight into a topic and learn the fundamentals.
4.5

3,090 reviews

7 hours to complete
Flexible schedule
Learn at your own pace
94%
Most learners liked this course
Gain insight into a topic and learn the fundamentals.
4.5

3,090 reviews

7 hours to complete
Flexible schedule
Learn at your own pace
94%
Most learners liked this course

What you'll learn

  • 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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Assessments

5 assignments¹

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Taught in English

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There are 4 modules in 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

What's included

2 videos4 readings2 assignments

2 videos•Total 24 minutes
  • 1.1 Introduction to Negotiation•5 minutes
  • 1.2 What is Negotiation?•19 minutes
4 readings•Total 40 minutes
  • About this Course•10 minutes
  • Please Take this Survey•10 minutes
  • Resources•10 minutes
  • Module 1 Lecture Slides•10 minutes
2 assignments•Total 33 minutes
  • Module 1 Review Practice•15 minutes
  • Review•18 minutes

What's included

3 videos1 reading1 assignment

3 videos•Total 36 minutes
  • 2.1 Factors That Influence How a Negotiation Proceeds•12 minutes
  • 2.2 Negotiation Strategy•12 minutes
  • 2.3 Value, Fairness, and Successful Outcomes•12 minutes
1 reading•Total 10 minutes
  • Module 2 Lecture Slides•10 minutes
1 assignment•Total 16 minutes
  • Review•16 minutes

What's included

3 videos1 reading1 assignment1 peer review

3 videos•Total 29 minutes
  • 3.1 Traits of Negotiators•7 minutes
  • 3.2 Behaviors that Make a Difference•9 minutes
  • 3.3 Behavior Traits of Successful Negotiators•14 minutes
1 reading•Total 10 minutes
  • Module 3 Lecture Slides•10 minutes
1 assignment•Total 16 minutes
  • Review•16 minutes
1 peer review•Total 120 minutes
  • Optional Peer Review: Practice Your Negotiation Skills•120 minutes

What's included

6 videos2 readings1 assignment

6 videos•Total 45 minutes
  • 4.1 Making Offers•11 minutes
  • 4.2 Framework Agreement•5 minutes
  • 4.3 Best Alternative to a Negotiated Agreement•6 minutes
  • 4.4 Developing Options for Negotiation•4 minutes
  • 4.5 Best Practices of Negotiation•8 minutes
  • Guest Speaker: Best Practices in Negotiation in Business•11 minutes
2 readings•Total 20 minutes
  • Module 4 Lecture Slides•10 minutes
  • Course Wrap-Up•10 minutes
1 assignment•Total 16 minutes
  • Review•16 minutes

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Instructor

Instructor ratings
4.5 (433 ratings)
University of California, Irvine
10 Courses•373,383 learners

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Learner reviews

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Showing 3 of 3090

PH
·

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.

VU
·

Reviewed on Sep 9, 2015

Best short and brief video as well as presentations. It helped me lot to learn new styles and approches towards "negotiations" which is part of daily life these days. Thanks to the team and Coursera.

HH
·

Reviewed on Sep 11, 2020

Thanks to Sue Robin for this great Course. I learn a lot from you. Thanks to UCI Division of continuing education for conducting this great course. Thanks too to coursera.

Frequently asked questions

You'll learn how negotiation works, how it differs from selling, and how to prepare for stronger outcomes in professional and personal settings. The course starts with core negotiation ideas and common styles, then moves into power, authority, personal behavior, and preparation. You'll also apply those ideas through review activities and a case-based exercise, such as identifying interests and alternatives in a negotiation.

No, you don't need prior negotiation training to start. The course begins with basic definitions and the difference between negotiation and selling before moving into topics like authority, power, and planning. Some experience with workplace or everyday negotiations may help you relate the examples to your own situations, but it's not required.

Yes, it's a good fit if you're new to negotiation and want a broad, practical introduction. The material begins with core concepts and common styles, then builds toward preparation, first offers, and understanding your own negotiation approach. If you're already looking for highly specialized or simulation-heavy training, this course may feel more introductory and reflective.

Plan on about 7 hours in total. That's manageable in a few focused study sessions, with time split across video lessons, readings, quizzes, and short practice work. The course includes lessons, readings, review quizzes, and an optional peer-reviewed case exercise.

Yes, but the practice is guided rather than project-based. You'll work through review exercises and quizzes, and there's an optional peer-reviewed case study where you analyze the parties, their interests, possible solutions, and BATNAs. That format helps you apply each concept as you learn it without requiring a large independent project.

The course covers negotiation styles and principled negotiation, along with the factors that shape outcomes, such as power, authority, trust, value, and fairness. It also looks closely at the human side of negotiating, including personal values, emotional intelligence, listening, questioning, and adapting to a counterpart's style. By the end, you'll have a clearer way to plan conversations and judge what a successful agreement should look like.

After finishing, you should be able to prepare for a negotiation more systematically and explain why one approach fits better than another. You'll know how to think through authority and power issues, compare proposals against your BATNA, the alternative you'd choose if no deal is reached, and make more intentional offers. In a straightforward case, that means you could map each side's interests and options before the conversation begins.

It's more concept-first than project-heavy. Most of the learning comes through lessons and readings, with quizzes and a case-based exercise to reinforce the material. It's a better fit if you want a usable negotiation framework rather than extensive simulations.

Choose this course if you want negotiation taught as both strategy and self-awareness, not just bargaining tactics. It links styles, power, authority, emotional intelligence, and preparation, then reinforces those ideas through guided reviews and a case-based exercise. If you're looking for a concise course that helps you approach negotiations more thoughtfully, this one is a strong fit.

Financial aid available,

¹ Some assignments in this course are AI-graded. For these assignments, your data will be used in accordance with Coursera's Privacy Notice.