課程信息
4.7
4,877 ratings
1,180 reviews
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 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. 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: https://learner.coursera.help/hc/en-us/articles/209819053-Get-a-Course-Certificate 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 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 (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)....
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建議:7 weeks of study, 75 minutes/week

完成時間大約為14 小時
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字幕:English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish

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Strategic NegotiationsCommunicationNegotiationDecision Tree
Globe

100% 在線課程

立即開始,按照自己的計劃學習。
Calendar

可靈活調整截止日期

根據您的日程表重置截止日期。
Clock

建議:7 weeks of study, 75 minutes/week

完成時間大約為14 小時
Comment Dots

English

字幕:English, Ukrainian, Chinese (Simplified), Portuguese (Brazilian), Vietnamese, Russian, Spanish

教學大綱 - 您將從這門課程中學到什麼

1

章節
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完成時間為 2 小時

Welcome to Successful Negotiation!

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. ...
Reading
2 個視頻(共 24 分鐘), 7 個閱讀材料
Video2 個視頻
Introduction to the University of Michigan11分鐘
Reading7 個閱讀材料
Course Focus10分鐘
How to Succeed in This Course10分鐘
Earning a Course Certificate10分鐘
Help us learn more about you!10分鐘
About the Professor10分鐘
Syllabus10分鐘
Suggested Readings10分鐘

2

章節
Clock
完成時間為 3 小時

Prepare: Plan Your Negotiation Strategy

This module focuses on the first step in the negotiation process - planning for a negotiation. One critical component you'll learn is how to complete a negotiation analysis to set you up for success....
Reading
10 個視頻(共 147 分鐘), 4 個閱讀材料, 1 個測驗
Video10 個視頻
A Position Based or Interest Based Negotiation8分鐘
A Dispute Resolution or Deal Making Negotiation?17分鐘
Analyzing the Negotiation19分鐘
Your BATNA in a Dispute Resolution Negotiation14分鐘
Using Decision Trees to Complete Your BATNA Analysis9分鐘
Cross-Cultural Negotiations16分鐘
How to Handle Ethical Issues15分鐘
General Ethical Standards14分鐘
Using Agents in Negotiations17分鐘
Reading4 個閱讀材料
After completing this module, you will be able to...10分鐘
Suggested Readings10分鐘
Assess Your Negotiating Style10分鐘
Checklist of Ethical Standards and Guidelines10分鐘
Quiz1 個練習
Show What You Know20分鐘

3

章節
Clock
完成時間為 3 小時

Negotiate: Use Key Tactics for Success

This module focuses on two especially important topics: (1) how to use power during negotiations and (2) psychological tools that you can use during negotiations. Keep a paper and pencil handy, as you'll be participating in several experiments as watch these videos!...
Reading
9 個視頻(共 96 分鐘), 4 個閱讀材料, 1 個測驗
Video9 個視頻
Using Power in Negotiations15分鐘
Introduction to Psychological Tools; Mythical Fixed Pie Assumption12分鐘
Psychological Tools: Anchoring8分鐘
Psychological Tools: Overconfidence12分鐘
Psychological Tools: Framing7分鐘
Psychological Tools: Availability5分鐘
Psychological Tools: Escalation15分鐘
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective10分鐘
Reading4 個閱讀材料
After completing this module, you will be able to...10分鐘
Suggested Readings10分鐘
Developing Your Negotiating Power10分鐘
Checklist of Psychological Tools10分鐘
Quiz1 個練習
Show What You Know20分鐘

4

章節
Clock
完成時間為 2 小時

Close: Create a Contract

This module focuses on the negotiation that takes place in a business deal after reaching an initial agreement – the negotiation to create a binding contract. Among other things, you'll learn to decide if you need a lawyer or can act as your own for contract creation. However, the videos should not be construed as providing legal advice. ...
Reading
6 個視頻(共 76 分鐘), 3 個閱讀材料, 1 個測驗
Video6 個視頻
Sources of Contract Law10分鐘
Creating Contracts: The Agreement13分鐘
Creating Contracts: Consideration and Legality8分鐘
Creating Contracts: Writing Requirements19分鐘
Business vs. Legal Objectives in Contracting17分鐘
Reading3 個閱讀材料
After completing this module, you will be able to...10分鐘
Suggested Readings10分鐘
Contract Law Checklist10分鐘
Quiz1 個練習
Show What You Know20分鐘
4.7
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創建者 ABMar 9th 2017

Probably the best course videos Ive come across. Professor George I believe is an amazing teacher...the way he gets the concept across to students by simple and constant examples is worth mentioning..

創建者 YTSep 18th 2015

This is one of the best and enlightening MOOC I have taken and I already start reaping the benefit. I encourage everyone who is serious about his/her career to consider this course!\n\nYannick Kounga

講師

George Siedel

Williamson Family Professor of Business Administration and Thurnau Professor of Business Law

關於 University of Michigan

The mission of the University of Michigan is to serve the people of Michigan and the world through preeminence in creating, communicating, preserving and applying knowledge, art, and academic values, and in developing leaders and citizens who will challenge the present and enrich the future....

常見問題

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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