This course is part of the Negotiation, Mediation and Conflict Resolution Specialization

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1,337 ratings

Aurélien Colson

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Negotiation, Mediation and Conflict Resolution SpecializationESSEC Business School

About this Course

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This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.
In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more!

Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”.

Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

Flexible deadlines

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Shareable Certificate

Earn a Certificate upon completion

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Course 1 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Beginner Level

Approx. 7 hours to complete

English

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Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 1 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Beginner Level

Approx. 7 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Instructor rating

4.82/5 (361 Ratings)

Aurélien Colson

Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels

Political Science

99,895 Learners

6 Courses

Offered by

ESSEC Business School

For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.

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Syllabus - What you will learn from this course

Content Rating94%(4,616 ratings)

Week1

Week 1

1 hour to complete

Negotiation strategy

In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.

1 hour to complete

6 videos (Total 35 min)

Week2

Week 2

2 hours to complete

Negotiation preparation

2 hours to complete

6 videos (Total 34 min)

Week3

Week 3

2 hours to complete

Value creation & Value claiming

This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!

2 hours to complete

6 videos (Total 38 min)

2 hours to complete

Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices

2 hours to complete

Week4

Week 4

1 hour to complete

Negotiation process

1 hour to complete

6 videos (Total 27 min)

6 videos

How to build the right negotiation sequence ?4mDoing first things first for effective negotiation - Part 15mDoing first things first for effective negotiation - Part 23mDoing first things first for effective negotiation - Part 33mDoing first things first for effective negotiation - Part 44mReaching the end : And how about the power balance ?4m

2 practice exercises

Practice Quiz - Final30mGraded Quiz - MOOC final30m

Reviews

4.7

390 reviews

5 stars
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TOP REVIEWS FROM NEGOTIATION FUNDAMENTALS

by CJul 2, 2020

Very highly stimulating and rewarding. The simple and affable style of Mr. Aurilien Colson makes the whole experience very interesting. Strongly recommended.

by EZDec 4, 2020

I really interested in the mode of delivery of the course and have acquired a lot of skills that will enable me in my future career and negotiation instances.

by DUAug 22, 2020

Great Course and very efficient reading material. I would suggest others who really want to get an in-depth knowledge of negotiation should definitely take this course.

by MPMar 14, 2018

Really clear and well structured. Though being a course on negotiation fundamentals, if offers a lot of practical and applicable elements. I recommend it !

View all reviews

About the Negotiation, Mediation and Conflict Resolution Specialization

This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation.

You will learn the negotiation fundamental skills and tools thanks to the first Course. With the second course you we will enable you to develop better cross-cultural anticipation and flexibility when you face a negotiation - both key skills in an international environment. With the third course you will be able to choose and lead a mediation process. You’ll gain a deeper understanding of workplace and international conflict resolution. At the end of this specialization a capstone project will be the opportunity to apply your new knowledge and skills with practical cases.

Negotiation, Mediation and Conflict Resolution

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. 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.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Negotiation Fundamentals

About this Course