THE ART OF NEGOTIATION - What is Negotiation Factors and Considerations - [FULL COURSE 6/9]

00:00 - WEEK 1 - What is Negotiation?
24:07 - WEEK 2 - Influencing Factors and Considerations
59:52 - WEEK 3 - You and Your Counterparts as Negotiators
1:28:34 - WEEK 4 - Preparation, Planning and Implementation

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Since 1965, the University of California, Irvine has combined the strengths of a major research university with the bounty of an incomparable Southern California location. UCI’s unyielding commitment to rigorous academics, cutting-edge research, and leadership and character development makes the campus a driving force for innovation and discovery that serves our local, national and global communities in many ways.


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 - What is Negotiation?

00:00 - 1.1 Introduction to Negotiation 5m
05:15 - 1.2 What is Negotiation? 18m

WEEK 2 - Influencing Factors and Considerations

24:07 - 2.1 Factors That Influence How a Negotiation Proceeds 11m
36:01 - 2.2 Negotiation Strategy 11m
47:38 - 2.3 Value, Fairness, and Successful Outcomes 12m

WEEK 3 - You and Your Counterparts as Negotiators

59:52 - 3.1 Traits of Negotiators 6m
1:06:23 - 3.2 Behaviors that Make a Difference 8m
1:14:46 - 3.3 Behavior Traits of Successful Negotiators 13m

WEEK 4 - Preparation, Planning and Implementation

1:28:34 - 4.1 Making Offers 10m
1:39:10 - 4.2 Framework Agreement 5m
1:44:23 - 4.3 Best Alternative to a Negotiated Agreement 5m
1:49:53 - 4.4 Developing Options for Negotiation 4m
1:54:07 - 4.5 Best Practices of Negotiation 8m
2:02:00 - Guest Speaker: Best Practices in Negotiation in Business 11m

----------- SEE YOU IN THE COURSE 7 - Fundamentals of Management ---------------

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