Successful Negotiation: Essential Strategies and Skills

开始时间: 04/22/2022 持续时间: 5 weeks

所在平台: CourseraArchive 课程类别: 商业与管理学 大学或机构: University of Michigan（美国密歇根大学） 授课老师： George Siedel

课程主页: https://www.coursera.org/course/successfulnegotiation

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课程详情

This course provides you with a practical, holistic introduction to the strategies and skills that can lead to successful negotiations in your personal life and in business transactions. The course covers the four key stages of negotiation: planning, negotiation, creating a contract, and performance.

At each stage we will examine the key questions that you should be prepared to answer in future negotiations, such as: 

• What are the key elements in a negotiation analysis, including your reservation price, stretch goal, alternatives to the deal that you are negotiating, and zone of potential agreement?
  
• What guidelines should you use when faced with ethical issues?
  
• What is the source of power in negotiations and how can you increase your power?
  
• What are the psychological tools that you will use during negotiations and what psychological traps should you avoid?
  
• What are the four key contract law questions that should be on your negotiation checklist?
  
• What concepts and tools should you use when resolving disputes?
  

At the conclusion of the course you will participate in a one-on-one negotiation that will test your negotiation strategy and skills.  The debriefing of your negotiation will illustrate the concepts and tools covered in the course.  Following the debriefing you will receive feedback on what you do well as a negotiator and how you can improve.  

课程大纲

Week 1.  Prepare:  Plan Your Negotiation Strategy

            1.1  Preliminary Question:  Should I negotiate?

            1.2  Is this a position-based or interest-based negotiation?

            1.3  Am I trying to resolve a dispute or make a deal?

            1.4  How should I analyze a negotiation?

            1.5  Is this a cross-cultural negotiation?

            1.6  How should I handle ethical issues?

            1.7  Should I use an agent to negotiate for me?

Week 2.  Negotiate:  Use Key Tactics for Success

            2.1  Get to know the other side

            2.2  Understand your power

            2.3  Use psychological tools—and avoid traps

Week 3.  Stage Three.  Close:  Create a Contract 

            3.1  Perspectives on Contracts

            3.2  Sources of Contract Law:  Two Variables

            3.3  Key Elements in Creating Contracts

            3.4  Business vs. Legal Objectives

Week 4.  Stage Four.  Perform and Evaluate:  The End Game 

            4.1  Dispute Prevention

            4.2  ADR Concepts

            4.3  ADR Tools

            4.4  Arbitration

            4.5  Mediation

            4.6  Review and Evaluation

Week 5.  Debriefing Your Negotiation  The course concludes with a one-on-one negotiation that will test your negotiation ability.  In a debriefing session, we will review the concepts and tools covered in the course.  Your counterpart in the negotiation will also provide feedback on what you do well as a negotiator and how you can improve.

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