Negotiation Fundamentals
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Negotiation Fundamentals
This course is part of Negotiation, Mediation and Conflict Resolution Specialization
Instructor: Aurélien Colson
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There are 5 modules in this course
This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.
In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.
In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
What's included
6 videos1 assignment1 discussion prompt
6 videos•Total 35 minutes
- Why enrol in this MOOC on Negotiation ?•5 minutes
- Three dimensions of any negotiation•5 minutes
- Three strategic tensions•6 minutes
- Communication and Active Listening•5 minutes
- Communication and Active Speaking•6 minutes
- Beware of instinctive pitfalls•8 minutes
1 assignment•Total 20 minutes
- Practice Quiz "Negotiation strategy"•20 minutes
1 discussion prompt•Total 10 minutes
- Identify the 3 tensions in real-life negotiations•10 minutes
In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.
What's included
6 videos2 assignments
6 videos•Total 34 minutes
- Preparation before Action•6 minutes
- People dimension : 3 elements to be prepared•5 minutes
- Problem dimension : Motivation•5 minutes
- Problem dimension : Solution at the table and justification•6 minutes
- Problem dimension : Solution away from the table•6 minutes
- Process dimension : 3 elements to be prepared•6 minutes
2 assignments•Total 34 minutes
- Graded Quiz final•22 minutes
- Practice Quiz final•12 minutes
This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!
What's included
6 videos2 assignments
6 videos•Total 38 minutes
- What makes a good deal ?•5 minutes
- Why negotiation fail ?•7 minutes
- Negotiation on behalf of others : respecting your mandate•8 minutes
- Creating value•6 minutes
- The usual bargaining tactics (Part 1)•6 minutes
- The usual bargaining tactics (Part 2)•5 minutes
2 assignments•Total 40 minutes
- Graded Quiz - Final•30 minutes
- Practice Quiz final•10 minutes
What's included
2 peer reviews
2 peer reviews•Total 240 minutes
- Fabiessi and Cam's Design - Confidential Instruction for Camille DROUEL•120 minutes
- Fabiessi and Cam's Design - Confidential Instruction for Fabiessi's Human Ressources Director•120 minutes
This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.
What's included
6 videos2 assignments
6 videos•Total 27 minutes
- How to build the right negotiation sequence ?•4 minutes
- Doing first things first for effective negotiation - Part 1•5 minutes
- Doing first things first for effective negotiation - Part 2•4 minutes
- Doing first things first for effective negotiation - Part 3•4 minutes
- Doing first things first for effective negotiation - Part 4•4 minutes
- Reaching the end : And how about the power balance ?•5 minutes
2 assignments•Total 42 minutes
- Graded Quiz - MOOC final•22 minutes
- Practice Quiz - Final•20 minutes
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Reviewed on Jan 28, 2021
I have been doing sales and Negotiating for years, never felt confident. now after stated learning in detail on negotiating, and hopefully will continue learning the remaining course. Thank you
Reviewed on Aug 15, 2020
The approach and methodology in the programme correspond with the wealth of information contained therein. This course is my best alternative dispute resolution experience so far.
Reviewed on Jun 18, 2020
I liked the course. Basic level. The material was well organized and presented in short lessons. Easy to follow. Nice content and a really enjoyable/interesting homework.
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