University of Pennsylvania

Negotiations

Taught in English

Some content may not be translated

7,416 already enrolled

Course

Gain insight into a topic and learn the fundamentals

Maurice Schweitzer

Instructor: Maurice Schweitzer

4.5

(38 reviews)

Beginner level
No prior experience required
13 hours to complete
3 weeks at 4 hours a week
Flexible schedule
Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

5 quizzes

See how employees at top companies are mastering in-demand skills

Placeholder
Placeholder

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV

Share it on social media and in your performance review

Placeholder

There are 4 modules in this course

In this module, you will learn the basic structure of every negotiation process. You will review the stages of a negotiation, and what steps you should take to prepare. You will also learn about how to exchange information effectively, and how the information exchange process can influence negotiated outcomes. You will also learn how best to exchange offers. You will reinforce these concepts through peer discussions and by completing an actual negotiation in a setting of your choice. By the end of this module, you will be able to think about negotiations systematically, and you will be better positioned to start and close a negotiation with any counterpart.

What's included

6 videos1 reading1 quiz1 peer review2 discussion prompts

In this module, you will learn foundational concepts to improve your negotiation outcomes. You will learn about implicit beliefs and how they can affect your mindset prior to a negotiation. You will also learn about the Zone of Agreement, and how perceptions of the bargaining zone impact your first offer and bargaining position. Next, you will discover ways to use leverage in your negotiations, and how to add issues to make any negotiation more integrative. You will then discover ways to ask questions—and to listen to answers—to increase the likelihood that you will gain information. Finally, we will integrate key lessons to the applied context of employment negotiations. By the end of this module, you will have gained insight into how implicit beliefs influence your ability to succeed in a negotiation, how to add issues and use leverage, and how to best ask questions to gather the information that you need.

What's included

9 videos2 readings2 quizzes1 peer review1 discussion prompt

In this module, you will learn how to contend with deception, a prevalent challenge in nearly every negotiation context. Next, you will learn about ethics and trust in negotiation. You will learn how to build trust and in whom you should place your trust. You will also gain insight into your own personality by completing the guilt-proneness scale, and learn how guilt-proneness influences negotiations. You will learn about power dynamics, time pressure, and how to manage teams in negotiations. By the end of this module, you will have learned how to detect and counter deception, gained insight into your own guilt-proneness, how to build trust, and how power and time pressure shape negotiation outcomes.

What's included

9 videos1 reading1 quiz1 discussion prompt

In this module, you will learn how emotion influences negotiations. You will first learn about emotional regulation and how different emotional states influence how we interact with others. Next, you will learn how to manage and deal with anxiety before and during the negotiation process, as well as how to diffuse anger when dealing with a counterpart. Lastly, you will learn how to use humor to build relationships. By the end of this module, you will understand how recognizing and regulating emotion can make you more successful in any negotiation. By understanding how to use humor, diffuse anger, and manage your own emotions, you will become a far more effective negotiator.

What's included

7 videos1 reading1 quiz1 peer review1 discussion prompt

Instructor

Instructor ratings
4.7 (16 ratings)
Maurice Schweitzer
University of Pennsylvania
2 Courses149,412 learners

Offered by

Recommended if you're interested in Business Strategy

Why people choose Coursera for their career

Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Learner reviews

Showing 3 of 38

4.5

38 reviews

  • 5 stars

    76.31%

  • 4 stars

    13.15%

  • 3 stars

    0%

  • 2 stars

    5.26%

  • 1 star

    5.26%

RM
5

Reviewed on Oct 6, 2023

MS
5

Reviewed on Jun 25, 2022

JV
5

Reviewed on Dec 4, 2022

New to Business Strategy? Start here.

Placeholder

Open new doors with Coursera Plus

Unlimited access to 7,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Frequently asked questions