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Plan Negotiation Success

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Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

2 hours to complete
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

2 hours to complete
Flexible schedule
Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Recently updated!

April 2026

Assessments

3 assignments¹

AI Graded see disclaimer
Taught in English

Build your subject-matter expertise

This course is part of the Deal Negotiation, Pricing Strategy & Stakeholder Mapping Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
  • Learn new concepts from industry experts
  • Gain a foundational understanding of a subject or tool
  • Develop job-relevant skills with hands-on projects
  • Earn a shareable career certificate

There are 2 modules in this course

You will apply BATNA thinking by building a structured pre-call planning sheet for a real-world negotiation. You will practice defining clear objectives, articulating a realistic BATNA, and planning concessions that protect your decision boundaries. The lesson emphasizes turning abstract negotiation concepts into a practical, repeatable preparation workflow that can be used across roles and industries. By completing a full pre-call plan, you will strengthen your ability to make confident, intentional decisions during negotiations.

In this module you will examine why defining a BATNA is foundational to negotiation effectiveness. Using realistic workplace scenarios, this module will help you to recognize how BATNA shapes confidence, decision-making, and outcomes before any discussion begins.

What's included

2 videos2 readings1 assignment

2 videos•Total 8 minutes
  • Why Preparation Determines Negotiation Success•3 minutes
  • What Happens When You Negotiate Without a BATNA•5 minutes
2 readings•Total 9 minutes
  • Why Walking Away Is Often Empowering•6 minutes
  • Walkthrough - Spot the BATNA•3 minutes
1 assignment•Total 15 minutes
  • Hands-On Learning: Spot the BATNA•15 minutes

In this module, you will apply BATNA thinking by completing a structured pre-call planning sheet. This module focuses on turning abstract preparation concepts into a practical artifact they can reuse at work.

What's included

3 videos2 readings2 assignments

3 videos•Total 14 minutes
  • From BATNA to Strategy: Filling the Planning Sheet•6 minutes
  • Anticipating Concessions Without Undermining Your BATNA•4 minutes
  • Congratulations on Your Negotiation Milestone•3 minutes
2 readings•Total 9 minutes
  • The Pre-Call Planning Sheet That Stops You from Winging It •6 minutes
  • Walkthrough - Build Your Pre-Call Planning Sheet•3 minutes
2 assignments•Total 40 minutes
  • Hands-On Learning: Build Your Pre-Call Planning Sheet•15 minutes
  • Graded Assessment: Negotiation Preparation with BATNA•25 minutes

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Instructor

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Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

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