Successful Negotiation: Essential Strategies and Skills

Start Date: 07/05/2020

Course Type: Common Course

Course Link:

About Course

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. I hope that you will join the hundreds of thousands of learners who have made “Successful Negotiation” one of the most popular and highly-rated MOOCs worldwide. In the course, you’ll learn about and practice the four steps to a successful negotiation: (1) Prepare: Plan Your Negotiation Strategy (2) Negotiate: Use Key Tactics for Success (3) Close: Create a Contract (4) Perform and Evaluate: The End Game To successfully complete this course and improve your ability to negotiate, you’ll need to do the following: (1) Watch the short videos (ranging from 5 to 20 minutes). The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. You can speed up or slow down videos to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A learner who binge-watched the course concluded that “It’s as good as Breaking Bad.” Another learner compared the course to “House of Cards.” Both shows contain interesting examples of complex negotiations! (2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. To assist you with your negotiations, I have developed several free negotiating planning tools that are related to the course. These tools and a free app are available at (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material. Course Certificate You have the option of earning a Course Certificate. A Certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo. Learn more about Certificates at: This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: To join the fully translated Portuguese version, visit this page: Subtitles for the videos are available in English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Spanish Created by: University of Michigan The course logo composite is shared with a Creative Commons CC BY-SA ( license, and was created using images provided courtesy of Flazingo Photos ( and K2 Space (

Course Syllabus

Through this course you'll learn and practice the strategies and skills that will help you become a successful negotiator in your personal life and business transactions. After completing this module, you'll be able to state the four key stages of negotiation and what you need to do successfully complete this course.

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Course Introduction

Successful Negotiation: Essential Strategies and Skills Negotiation is an essential skill for any professional relationship, business or professional setting. Learn the techniques to de-clutter your negotiation skills along with strategies for enhancing them. Learn how to rate and to probe an offer, how to influence an offer, and so on and so forth. You will be able to assess a negotiation and use these techniques to reach an agreement or a disagree-d. Learn how to conduct a negotiation, negotiate defensively, and how to use leverage effectively. You will also learn how to ask and answer questions that will help you make a decision and what to expect from each other. Learn to appreciate and use the role of offer, threat, offer discount, and offer deferral. Negotiating in public is a different story entirely. Learn to recognize and avoid common traps in negotiation, including offer grabbing, threat, and offer folding. In addition, learn what to do if the other party is insistent on certain demands and how to respond to certain demands. You will also learn about negotiations in international settings, common situations of conflict, and the techniques used to help resolve it. Learn to appreciate the role of negotiation in the modern world, and to appreciate the importance of maintaining a positive relationship.Course Overview and Module 1 Module 2 Module 3 Module 4 Negotiating Learner Differences: Towards Social Learning This course aims to explore the dimensions of learning differences and the processes

Course Tag

Strategic Negotiations Communication Negotiation Decision Tree

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