Coursera Negotiating Skills
Purpose
Build negotiation capability through structured learning (BATNA, anchoring, ethics)
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.
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 |