Harvard University · edX
Exercising Leadership: Foundational Principles
4.71,590 ratingsMobilize people to tackle tough problems and build the capacity to thrive through the dangers of change
Overview
Strengthen your sales negotiation skills through active listening, tactical empathy, strategic questioning, and advanced bargaining techniques. Learn to guide conversations while building trust and identifying opportunities for mutual gain.
What you'll learn
- Apply advanced bargaining strategies to complex sales negotiations
- Uncover hidden interests, constraints, and opportunities in client conversations
- Guide negotiations through calibrated questions, framing, and observation
- Use tactical empathy to recognize and address emotions
- Practice active listening to build trust and reveal useful information
- Leverage cultural similarities to pursue mutually beneficial outcomes
Advantages and disadvantages
Advantages
- University courses you can audit for free, with lectures, readings and practice quizzes.
- A verified certificate from the university if you pay for it.
- Self-paced: start any time.
Disadvantages
- Graded assignments and the certificate need the paid track.
- Audit access can expire a few weeks after the course ends.
- Learning is free, but the certificate costs money.
- Some parts (graded work, certificate) are paid.
Some points apply to every course of this kind; see how we rank.
Free to audit
- Free: Choose "Audit this course" when you enrol: lectures, readings and practice are free.
- Paid: Graded assignments and the verified certificate (Certificate $40). Audit access may end after the course closes.
Before you start
Beginner: Reaching Agreement Beginner: Understanding Stakeholders Beginner: Using Questioning Intermediate: Using Reciprocity
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