Coursera Negotiating Skills

In Short

Build negotiation capability through structured learning (BATNA, anchoring, ethics)
Best for: Negotiation skills course materials
Coursera Negotiating Skills is a structured tool for coaching and facilitation. Build negotiation capability through structured learning (BATNA, anchoring, ethics). It provides a repeatable framework that can be adapted to individual, team, and leadership development contexts.
Type of tool: Negotiation skills course materials
Expected outcomes:
- Improved ability to build negotiation capability through structured learning (BATNA, anchoring, ethics)
- A concrete action or development plan to take forward from the Coursera Negotiating Skills process

In Detail

Coursera Negotiating Skills is a professional development resource designed to help coaches, leaders, and facilitators build negotiation capability through structured learning (BATNA, anchoring, ethics). It sits within the category of Negotiation skills course materials, making it particularly useful for practitioners working on capability development, team performance, and individual growth in organisational settings.

In practice, Coursera Negotiating Skills is delivered as a 6-step process. The process begins by introduce BATNA (Best Alternative to Negotiated Agreement). The session closes by practice in a role-play negotiation scenario. The structured approach ensures that participants move through a consistent experience while leaving room for the facilitator to adapt pacing and depth to the group's needs.

Coursera Negotiating Skills is most valuable when practitioners need a reliable, repeatable approach that can be adapted to different contexts without losing its core structure. It bridges the gap between conceptual understanding and practical application, making it a durable addition to any coaching or facilitation toolkit.

How to Use

1. Introduce BATNA (Best Alternative to Negotiated Agreement). 2. Participants map their BATNA for a current negotiation. 3. Apply interest-based negotiation: separate positions (what you're asking for) from interests (why you want it). 4. Generate multiple options before deciding. 5. Use objective criteria to evaluate options. 6. Practice in a role-play negotiation scenario.

Pros and Cons

Pros	Cons
Directly addresses the challenge of build negotiation capability through structured learning (batna, anchoring, ethics) through a structured, repeatable approach Adaptable to different seniority levels, team sizes, and organisational contexts Generates actionable insight that participants can apply immediately in their work	Effectiveness varies based on the facilitator's skill level and familiarity with the tool Requires adequate time for both the exercise and a meaningful debrief to realise full value May not be appropriate for all cultural contexts without adaptation

Created by University of Michigan / George Siedel (Coursera)

When to Use

This tool is suited to the following coaching and facilitation contexts:

Context	Relevant
Individual Coaching	✓
Team Coaching	✓
Leadership Development
Facilitation / Workshop
Online / Virtual

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