About Us

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. Through this course, you’ll learn the strategies and skills that can lead to successful negotiations in your personal life and in business transactions.

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Who We Are

How to Succeed in This Course

In this course, you’ll learn about and practice the four steps to a successful negotiation, with one module for each step:

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 complete the following three steps:
(1) Watch the short videos (ranging from 5 to 20 minutes) for the each module. The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. Videos can be sped up or slowed down to match your preferred pace for listening.
(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. Along the way you may find it helpful to use this free mobile app that is related to the course and contains many negotiation planning tools: http://negotiationplanner.com/
(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.

Our History

This course includes the option of earning a Verified Certificate (VC) through the verification of your identity and successful completion of the course. A VC provides formal recognition of your achievements in the course and includes the University of Michigan logo.
If you're considering getting a VC, you should complete the verification process before taking the Final Exam in Module 7. You can choose to pay the associated fee before or after the exam. Click here for more information regarding VCs.

Acerca de este CursoWe 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.

In this course, you’ll learn about and practice the four steps to a successful negotiation, with one module for each step:
(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 complete the following three steps:

(1) Watch the short videos (ranging from 5 to 20 minutes) for the each module. The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. Videos can be sped up or slowed down 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 student who binge-watched the course concluded that “It’s as good as Breaking Bad.”

(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. Along the way you may find it helpful to use this free mobile app that is related to the course and contains many negotiation planning tools: http://negotiationplanner.com/

(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.

Additionally, this course includes the option of earning a Verified Certificate (VC) through the verification of your identity and successful completion of the course. A VC provides formal recognition of your achievements in the course and includes the University of Michigan logo. If you're considering getting a VC, you should complete the verification process before taking the Final Exam. You can choose to pay the associated fee before or after the exam. For more information regarding VCs, go here: learner.coursera.help/hc/en-us/articles/201212399-Verified-Certificates

The course logo composite is shared with a Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) license, and was created using images provided courtesy of Flazingo Photos (http://bit.ly/1zOylRm) and K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432). This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: https://www.coursera.org/learn/negociacion/ To join the fully translated Portuguese version, visit this page: https://www.coursera.org/learn/negociacao
Subtítulos disponibles en Inglés, Ucraniano, Chino (simplificado), Portugués (de Brasil), Ruso, Español
8,5 horas de videos

Negociación exitosa: estrategias y aptitudes esencialespor Universidad de MíchiganGeorge Siedel

Hi everyone. Welcome to Successful Negotiation: Essential Strategies and Skills!

I do expect you to use the Discussion Forums every week to share your negotiation experiences and to ask questions about your business or personal negotiations. These Forums provide a unique opportunity for all of us to learn about negotiation strategies and skills around the world. We will build on your experiences and questions when developing future offerings of the course—so please use the Discussion Forums to help us make this the best negotiation course worldwide!
If you are interested in written materials, my book on Negotiating for Success: Essential Strategies and Skills was designed especially for the course and eliminates the need for you to take notes.While the book is not required, the four units in the book match the first four weeks of the course. I recommend that you review each unit after watching the weekly videos to reinforce the learning.

The book will also serve as a useful reference for your future negotiations. The book includes a negotiation planner (with a completed example) and it also includes a tool you can use to assess your personal negotiating style. But, as mentioned, the book is not required and I am donating my royalties from sales during the course to my university. I will soon send you a link to the Amazon website where you will find additional information about the book.
I look forward to working with you during this course. George Siedel

Menos


SEMANA 1

• Welcome to Successful Negotiation!

Continuar
SEMANA 2

• Prepare: Plan Your Negotiation Strategy

SEMANA 3

• Negotiate: Use Key Tactics for Success

SEMANA 4

• Close: Create a Contract

SEMANA 5

• Perform and Evaluate: The End Game

SEMANA 6

• Practice Your Negotiation Skills

SEMANA 7

• Final Examination

Ajustes del Curso
Ajustes de Verificación
Ajustes de Verificación  

JOSE MANUEL SABOGAL
ha completado con éxito
Negociación exitosa: estrategias y aptitudes esencialesConsigue Reconocimiento por Tu AprendizajeLos Certificados de curso son credenciales que muestran las verdaderas habilidades que aprendes de Universidad de Míchigan
Obtén más información acerca de los Certificados de curso
Comprar por 49 $ USD

Programa
Semana 1
Welcome to Successful Negotiation!

1. Introduction and Overview

Semana 2
Prepare: Plan Your Negotiation Strategy

1. Course Materials
2. Should I Negotiate? Position Based and Interest Based Negotiation
3. A Dispute Resolution or Deal Making Negotiation?
4. Analyzing the Negotiation
5. Best Alternative to a Negotiated Agreement
6. Cross-Cultural Negotiations
7. Ethical Issues and Standards
8. Agents

Semana 3
Negotiate: Use Key Tactics for Success

1. Course Materials
2. Getting to Know the Other Side and Using Power in Negotiations
3. Psychological Tools: Introduction and Mythical Fixed Pie Assumption
4. Anchoring, Overconfidence, and Framing
5. Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective

Semana 4
Close: Create a Contract

1. Course Materials
2. About Contract Law
3. Creating Contracts
4. Business vs. Legal Objectives in Contracting

Semana 5
Perform and Evaluate: The End Game

1. Course Materials
2. Dispute Prevention
3. ADR Concepts and Tools
4. Arbitration
5. Mediation
6. Contract Performance Review and Evaluation

Semana 6
Practice Your Negotiation Skills

1. Your Negotiation Exercise
2. Course Materials
3. Planning for Negotiation and Negotiation Tactics
4. Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie

Semana 7
Final Examination

1. Final Examination

1. Quiz: Final Exam

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