Online course: The Art of Negotiation

Dates: any time

Duration: 8 hours

Rating: 4.4 / 5.0 out of 1833 ratings (see top rating courses here)

Participating countries: any country

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Organizer: University of California at Coursera


  • FREE
  • $49 with certificate

The Art of Negotiation

The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session.

Upon completing this course, you will be able to: 1. Learn about the nature of negotiation and how it differs from selling 2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation 3. Explain the role of authority and how to address it in negotiations 4. Explain the role of power in negotiations and how to address power inequities 5. Explain the positive and negative influences of empowerment 6. Learn the different “stances” or negotiation styles negotiators might adopt 7. Demonstrate the factors that influence which negotiation style is implemented 8. Describe the personal and behavioral characteristics of an effective negotiator 9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator 10. Assess your own values and personal style and how they affect the negotiation process 11. Learn about the critical importance of planning and preparation in the negotiation process



WEEK 1: 2 hours to complete

What is Negotiation?

1.1 Introduction to Negotiation 5m
1.2 What is Negotiation? 18m

WEEK 2: 1 hour to complete

Influencing Factors and Considerations

2.1 Factors That Influence How a Negotiation Proceeds 11m
2.2 Negotiation Strategy 11m
2.3 Value, Fairness, and Successful Outcomes 12m

WEEK 3: 3 hours to complete

You and Your Counterparts as Negotiators

3.1 Traits of Negotiators 6m
3.2 Behaviors that Make a Difference 8m
3.3 Behavior Traits of Successful Negotiators 13m

WEEK 4: 2 hours to complete

Preparation, Planning and Implementation

4.1 Making Offers 10m
4.2 Framework Agreement 5m
4.3 Best Alternative to a Negotiated Agreement 5m
4.4 Developing Options for Negotiation
4.5 Best Practices of Negotiation 8m

Improving your chances to Get a job series

This online course is one of the parts of the series “Improving your chances to get a job”, provided by University of California:

1 Project Management: The Basics for Success
2 Work Smarter, Not Harder
3 Finance for Non-Financial Professionals
4 Communication in the 21st Century Workplace
5 High-Impact Business Writing
6 The Art of Negotiation
7 Fundamentals of Management
10 Career Success Project

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