Procurement Negotiation Coursera

Overview

We will be covering the overall negotiation process, how to establish objectives (e.g. Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete. 

This Procurement Negotiation course offered by Coursera in partnership with Rutgers the State University of New Jersey will be supported by video, readings, a personal style survey, a podcast, and a required  "mock" negotiation with a Peer group assessment.

Build your subject-matter expertise

• Learn new concepts from industry experts

• Gain a foundational understanding of a subject or tool

• Develop job-relevant skills with hands-on projects

• Earn a shareable career certificate

What you'll learn

• Learn when you should and should not negotiate

• Learn the importance of planning and useful tools to improve your success: e.g. Setting Specific Objectives, MDOs, LAAs, and BANTA

• Be able to recognize positions & interests, wants & needs, tactics and how  to give concessions

• What are the key steps to follow after the negotiation is complete