Successful Negotiation: Essential Strategies and Skills


We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement. In this course, you’ll learn about and practice the four steps to a successful negotiation, with one module for each step: (1) Prepare: Plan Your Negotiation Strategy (2) Negotiate: Use Key Tactics for Success (3) Close: Create a Contract (4) Perform and Evaluate: The End Game To successfully complete this course and improve your ability to negotiate, you’ll need to complete the following three steps: (1) Watch the short videos (ranging from 5 to 20 minutes) for the each module. The videos are interactive and they include questions to test your understanding of negotiation strategy and skills. Videos can be sped up or slowed down to match your preferred pace for listening. Depending on your schedule, you can watch the videos over a few weeks or you can binge watch them. A student who binge-watched the course concluded that “It’s as good as Breaking Bad.” (2) Test your negotiation skills by completing the negotiation in Module 6. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Your negotiation partner will give you feedback on your negotiation skills. Along the way you may find it helpful to use this free mobile app that is related to the course and contains many negotiation planning tools: (3) Take the final exam. To successfully complete the course, you must answer 80% of the questions correctly. The exam is a Mastery Exam, which means that you can take it as many times as you want until you master the material. Additionally, this course includes the option of earning a Course Certificate through the verification of your identity and successful completion of the course. A course certificate provides formal recognition of your achievements in the course and includes the University of Michigan logo. If you’re considering getting a course certificate, you should complete the verification process before taking the Final Exam. You can choose to pay the associated fee before or after the exam. The course logo composite is shared with a Creative Commons CC BY-SA ( license, and was created using images provided courtesy of Flazingo Photos ( and K2 Space ( This course is also available in Spanish and Portuguese. To join the fully translated Spanish version, visit this page: To join the fully translated Portuguese version, visit this page: