Coursera

The Art of Negotiation (Coursera)

Offered by University of California, Irvine,
The Art of Negotiation (Coursera)

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.

Class Deals by MOOC List - Click here and see Coursera's Active Discounts, Deals, and Promo Codes.

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

Completing this course will count towards your learning in any of the following programs:

What You Will Learn

  • Understand how negotiation differs from selling
  • Identify common negotiation styles
  • Describe the personal and behavioral characteristics of an effective negotiator
  • Assess your personal style and how it affects the negotiation process

Syllabus

WEEK 1: What is Negotiation?
WEEK 2: Influencing Factors and Considerations
WEEK 3: You and Your Counterparts as Negotiators
WEEK 4: Preparation, Planning and Implementation

Go to Class
MOOC List is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

Related Courses

Power Onboarding (Coursera) Coursera
Northwestern University

Power Onboarding (Coursera)

Management & Leadership

Power Onboarding provides practical, easy-to-use tools to guide an individual who is transitioning to a new job. Students will prepare an actionable personal onboarding plan that will set them up for success in their new role. Research has shown that an actively followed power onboarding plan will allow an individual to reach proficiency in a new position up to 30% faster than the typical transitioning manager. In this course, students will develop their own onboarding plan, allowing them to contribute sooner and be eligible for promotion earlier.

Oct 26th 2026
4 Weeks
Business Organization Skills
Details
Planificación y gestión estratégica para Pymes (Coursera) Coursera
Pontificia Universidad Católica de Chile

Planificación y gestión estratégica para Pymes (Coursera)

Management & Leadership Business

Este curso fue diseñado para apoyar a empresarios de distintas regiones y países, a que logren desarrollar e implementar estrategias adecuadas que les permitan alcanzar sus objetivos y cumplir su misión. El curso permite profundizar sobre el proceso de formulación de una estrategia, entregando conceptos y algunas herramientas para crear y capturar valor con una estrategia empresarial exitosa

Oct 26th 2026
5-12 Weeks
Strategic Management Business Planning Strategic Planning
Details
Conflict Resolution Skills (Coursera) Coursera
University of California, Irvine

Conflict Resolution Skills (Coursera)

Management & Leadership Business

Resolving conflict in a positive manner is a skill that can be developed and practiced. Being heard can be one of the most important goals of someone engaged in conflict. Knowing how to listen and deploy appropriate communication tactics is determinative of whether a conflict will have a positive or negative resolution. Examine listening skills, appropriate and strategic verbal and non-verbal communication skills, and how to assemble a conflict management plan likely to yield positive resolutions.

Oct 26th 2026
3 Weeks
Business Management Conflict
Details
Beyond Silicon Valley: Growing Entrepreneurship in Transitioning Economies (Coursera) Coursera
Case Western Reserve University

Beyond Silicon Valley: Growing Entrepreneurship in Transitioning Economies (Coursera)

Management & Leadership

The path for entrepreneurs to grow their companies outside of well-developed entrepreneurial ecosystems like Silicon Valley is challenging. Most markets around the world do not look like Silicon Valley, and they never will. But there are other models to support new businesses. In transitioning markets (where entrepreneurs do not have much access to private sector financing), government officials, donors, and business leaders are experimenting with creative approaches to support the growth of entrepreneurs. Northeast Ohio, whose largest city is Cleveland, is one such community. During our time together in this course, we will be exploring some of these innovative approaches.

Oct 26th 2026
5-12 Weeks
Business Management Entrepreneur
Details
¿Qué hacen los buenos directivos? Prioridades de la Alta Dirección (Coursera) Coursera
IESE Business School

¿Qué hacen los buenos directivos? Prioridades de la Alta Dirección (Coursera)

Management & Leadership Economics & Finance

Este curso persigue adentrarse en la realidad del trabajo de un alto ejecutivo: lo qué hace y cómo lo hace. Es un hecho conocido que la mayoría de altos directivos dedican hasta el 90% de su tiempo al día a día y menos del 10% a las tareas asociadas al pensamiento estratégico en la organización. Por eso es importante ir más allá y entender las prioridades que configuran esta actuación diaria. Al final, la mejor estrategia es aquella que se practica; la mejor organización, aquella que funciona; y el quehacer cotidiano coherente con las prioridades establecidas, la base de la continuidad con éxito de las empresas.

Oct 26th 2026
5-12 Weeks
Business Management Senior Management
Details
Design Thinking para Inovação (Coursera) Coursera
University of Virginia

Design Thinking para Inovação (Coursera)

Business

Hoje em dia, a inovação é um negócio de todos. Se você for um gerente em uma corporação global, um empreendedor iniciando em uma função governamental ou um professor em uma escola primária, espera-se que todos sejam enxutos – para fazer melhor com menos. É por isso que todos nós precisamos de design thinking (pensamento criativo).

Oct 26th 2026
5-12 Weeks
Business Entrepreneurship Business Strategy
Details
The entrepreneur's guide for beginners (Coursera) Coursera
University of Barcelona

The entrepreneur's guide for beginners (Coursera)

Business

The Entrepreneur's Guide for beginners and is a course created in collaboration with all Catalan public universities and EIT Health and aims to be the starting point for all those who want to improve their knowledge and skills in the world entrepreneurship. In this course you will be able to identify a business opportunity, develop the business model (and the steps to validate it) and know the main mechanisms to find your business.

Oct 26th 2026
5-12 Weeks
Business Entrepreneurship Entrepreneurial Skills
Details
Artificial Intelligence in Marketing (Coursera) Coursera
University of Virginia

Artificial Intelligence in Marketing (Coursera)

Marketing & Communication Business

AI is everywhere! By harnessing the power of Artificial Intelligence, businesses and marketers have amazing growth potential, and the opportunities to enhance marketing with AI are always expanding. But how can businesses use AI tools to drive their success and gain sustainable competitive advantages? What are the challenges faced by businesses as they implement AI into their marketing strategies? In this course, developed at the Darden School of Business at the University of Virginia, and delivered by Professor of Business Administration Raj Venkatesan, you will explore an important frontier of digital transformation in marketing.

Oct 26th 2026
4 Weeks
Business Marketing Artificial Intelligence
Details
Financial Markets (Coursera) Coursera
Yale University

Financial Markets (Coursera)

Management & Leadership Economics & Finance

An overview of the ideas, methods, and institutions that permit human society to manage risks and foster enterprise. Emphasis on financially-savvy leadership skills. Description of practices today and analysis of prospects for the future. Introduction to risk management and behavioral finance principles to understand the real-world functioning of securities, insurance, and banking industries. The ultimate goal of this course is using such industries effectively and towards a better society.

Oct 26th 2026
5-12 Weeks
Finance Business Economics
Details
Los obstáculos y la conducción en las negociaciones (Coursera) Coursera
Universidad Nacional Autónoma de México

Los obstáculos y la conducción en las negociaciones (Coursera)

Management & Leadership

En este curso se analizará para su aplicación la ubicación y señalamiento de los obstáculos que se presentan durante el proceso de negociación. Es interesante observar que en este análisis no sólo se plantean los obstáculos, sino se hacen observaciones sobre las condiciones que se presentan para identificar el obstáculo con las habilidades y estrategias que se ofrecen para su manejo efectivo.

Oct 26th 2026
4 Weeks
Business Negotiations Negotiation
Details