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Business Negotiations

Offered By: Indiana University via edX

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Negotiation Courses Business Ethics Courses

Course Description

Overview

People who achieve the highest levels of professional success have done so by mastering the art and science of negotiations. In this program, you will acquire the skills you need to become a skilled negotiator. Better yet, you will have the opportunity to apply those skills by actually negotiating a transaction.

In this program, you will work in online, real-time teams to negotiate a complex business transaction. This portion of the program consists of live interactive negotiation sessions with written follow-ups, culminating in a letter of intent. Throughout the process, you will address the numerous legal, business, social, ethical, and political issues that arise during a transaction. You will apply creative problem-solving as you and your team work with the other side toward a mutually beneficial result.

As a prerequisite to the actual negotiations, you will complete a self-paced class that explores the key elements of negotiating and structuring the transaction that you’ll be working on. You will learn to analyze, strategize, negotiate, and draft, and to think holistically about a transaction. The prerequisite course may be taken as a stand-alone class, but you must complete it in order to enroll in the negotiations class.

The program is ideal for anyone who wants to become a better negotiator, including professionals and students at all levels in law, business, engineering, government, diplomatic service, or any other profession that engages in negotiations. Whether you are looking to hone your skills, or to practice what you’ve learned in a collaborative team setting, you will benefit from this stimulating and action-oriented program. In addition, the online setting for the negotiations presents an added benefit: because the COVID-19 pandemic has made online negotiations the new normal, it is more important than ever to become proficient at them.


Syllabus

Courses under this program:
Course 1: Introduction to Business Negotiations

Learn the skills necessary to negotiate complex business transactions and develop the framework to apply what you’ve learned in actual online negotiations of a transaction.



Course 2: Applied Business Negotiations

Apply the negotiation skills you developed from our Introduction to Business Negotiations course and your own experiences by participating in virtual, live negotiations. Interact with small teams to tackle a real-world simulated business transaction.




Courses

  • 0 reviews

    9 weeks, 4-6 hours a week, 4-6 hours a week

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    In Introduction to Business Negotiations, you will explore the elements of a successful negotiation, including problem-solving and conflict resolution. This course features a simulated business negotiation model that brings the deal inside the classroom where its multiple aspects can be studied. The course provides a foundational prerequisite to the second course in this Professional Certificate program, Applied Business Negotiations, in which actual negotiations will take place through live exchanges in small teams of students representing each party.

    In this introductory online course, you will explore the process of negotiation, starting with identifying the objectives and challenges of each party and continuing on to the skills and tactics of successful negotiation. Next, you will consider how the business context motivates each party. Finally, you will learn about the various transactional structures that can achieve each party’s objectives. You will also explore the ethical, professional, political, and social issues that can arise in a business negotiation.

  • 0 reviews

    7 weeks, 4-6 hours a week, 4-6 hours a week

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    In this ten-week online course, you’ll work collaboratively in small teams to work through obstacles and challenges and hammer out a deal that benefits both sides of a negotiation.

    You’ll meet with learners across the globe each week in a live, interactive negotiating session followed by written communications based on each session.

    Throughout this experience, you will explore the legal, business, social, ethical, and political issues that can arise during a complex transaction. And you will become a more effective negotiator with a better understanding of how to achieve mutually beneficial results for both sides. In addition, you will advance your skills as you go, with immediate instructor feedback after each negotiation session. There will also be an opportunity for verified learners to participate in live working sessions with the instructor and other potential guest speakers and professionals who have mastered the art and science of effective negotiations.


Taught by

Jay Gary Finkelstein

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