Este curso forma parte de Programa especializado: Leadership and Negotiation Skills

4.4
estrellas
14 calificaciones

Daniel Meade Monteverde

1943 ya inscrito

Ofrecido Por

Programa especializado: Leadership and Negotiation SkillsTecnológico de Monterrey

Acerca de este Curso

7905 vistas recientes

We start making negotiations as soon as our day begins, through all our interactions, either work, social, or family-related. But have you ever wondered how efficiently you negotiate, and whether you could be better at it? This is a straightforward opportunity to put into practice all the knowledge you have acquired, and to confirm that the negotiation process is dynamic and can always be improved.
The course integrates the most recent advances in the development of negotiation skills, based on modern life complexities, in a simple and direct way.

We start out with the structure of effective communication in a negotiation, with the intention of identifying our opportunity areas, and improving them through active learning mechanisms.

And what can we say about the role emotions play in a negotiation process? It is necessary to acknowledge , manage, and take advantage of them by using emotional intelligence mechanisms.

Negotiation, by definition, implies the relationship between two or more parties who eventually express opposing interests and demand skills for problem-solving. In this course you will learn to identify and manage its irreversible consequences in advance.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Certificado para compartir

Obtén un certificado al finalizar

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Curso 2 de 3 en

Programa especializado: Leadership and Negotiation Skills

Nivel intermedio

Aprox. 26 horas para completar

Inglés (English)

¿Podría tu empresa beneficiarse de la capacitación de los empleados en las habilidades más demandadas?

Prueba Coursera para negocios

Qué aprenderás

Implement the key negotiation skills and styles to carry out effective negotiations and reach satisfactory agreements.
Adopt communication techniques that improve relationships and stimulate cooperation between the parties involved.
Develop critical thinking to manage emotions and resolve conflicts in a constructive way.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Certificado para compartir

Obtén un certificado al finalizar

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Curso 2 de 3 en

Programa especializado: Leadership and Negotiation Skills

Nivel intermedio

Aprox. 26 horas para completar

Inglés (English)

¿Podría tu empresa beneficiarse de la capacitación de los empleados en las habilidades más demandadas?

Prueba Coursera para negocios

Instructor

Calificación del instructor

4,83/5 (7 calificaciones)

Daniel Meade Monteverde

5472 alumnos

4 cursos

Ofrecido por

Tecnológico de Monterrey

Mira cómo los empleados de las mejores empresas dominan las habilidades más demandadas

Obtén más información sobre Coursera para Empresas

Programa - Qué aprenderás en este curso

Semana

Semana 1

7 horas para completar

Topic 1. Structure of a Negotiation

Welcome to the first topic of the course: Negotiation Skills and Effective Communication. Check out the introduction and objectives of the course below. Throughout this course, you’ll learn the principles that govern the negotiation process and the specific nomenclature of the negotiation argot, including the BATNA (alternative to a negotiation), the ZOPA (negotiation range) and the anchoring technique which is the detonator of the dynamics known as the negotiation dance.

7 horas para completar

2 videos (Total 16 minutos), 17 lecturas, 5 cuestionarios

2 videos

Negotiation Analysis: the negotiation dance. BATNA and ZOPA8m

Skill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.8m

17 lecturas

Welcome10m

General objective and list of topics10m

Schedule10m

Frequent questions10m

Evaluation10m

Methodology10m

Policies10m

Initial Self-Diagnosis10m

Introduction10m

Definitions of negotiation30m

Infographic. ZOPA: Negotiation range30m

To know more10m

PDF. The negotiation dance30m

Infographic. Final agreement30m

Contextualized situation30m

Evaluation of Topic 1. Structure of a Negotiation10m

Invitation to continue with the next topic10m

5 ejercicios de práctica

Initial Self-Diagnosis30m

Self-evaluation. Negotiation Analysis: the negotiation dance. BATNA and ZOPA30m

Self-evaluation. Skill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.30m

Contextualized situation30m

Topic Evaluation 130m

Semana

Semana 2

5 horas para completar

Topic 2. Effective Communication in Negotiation

Welcome to the second topic of our course: Negotiation Skills and Effective Communication

5 horas para completar

2 videos (Total 14 minutos), 9 lecturas, 3 cuestionarios

2 videos

The Role of Emotions in Negotiation6m

Skill to develop: emotional intelligence, self-awareness, self-control, and social management.6m

9 lecturas

Introduction10m

Communication in negotiation30m

Infographic. Reason or emotion?30m

To know more10m

The strategic use of emotions in negotiation30m

Infographic. How can we avoid misunderstandings in communication?30m

Individual practice with peer evaluation description30m

Evaluation of Topic 2. Effective Communication in Negotiation10m

Invitation to continue with the next topic10m

3 ejercicios de práctica

Self-evaluation. The Role of Emotions in Negotiation30m

Self-evaluation. Skill to develop: emotional intelligence, self-awareness, self-control, and social management30m

Topic Evaluation 230m

Semana

Semana 3

7 horas para completar

Topic 3. Interests and Positions

Welcome to Topic 3. Interests and Positions. In this topic, we are going to extend the concept of negotiating beyond the characteristic positions of a transaction, consisting of physical elements like value that we complain (bargain) about. We are going to venture into the underlying interests that make up the foundation of value creation, in which the parties involved in the negotiation process mutually benefit, and at the same time promote long term relationships. This paradigm is known in specialized literature as negotiation based on interests.

7 horas para completar

2 videos (Total 13 minutos), 9 lecturas, 5 cuestionarios

2 videos

Classification of interests and definition of objectives. Focus on the problem and not on the person5m

Skill to develop: Critical thinking and the generation of alternatives to achieve consensus6m

9 lecturas

Introduction10m

Classification of interests and definition of objectives30m

Infographic. Interest based negotiation30m

To know more10m

PDF. Skill to develop: Critical thinking30m

Infographic. Critical thinking and generation of alternatives to achieve consensus30m

Challenge30m

Evaluation of Topic 3. Interests and Positions10m

Invitation to continue with the next topic10m

4 ejercicios de práctica

Self-evaluation. Classification of interests and definition of objectives. Focus on the problem and not on the person30m

Self-evaluation. Skill to develop: Critical thinking and the generation of alternatives to achieve consensus30m

Challenge30m

Topic Evaluation 330m

Semana

Semana 4

7 horas para completar

Topic 4. Conflict Resolution

Welcome to Topic 4: conflict resolutions. We will analyze the structure of a conflict, using the architecture of the conflict spiral to try to resolve it before it escalates and becomes a confrontation. In order to do so, we enter a counter-intuitive model with a very powerful skill known as changing the frame of reference. This a very effective method to achieve successful negotiations without damaging the relationships of the parties involved.

7 horas para completar

2 videos (Total 17 minutos), 10 lecturas, 5 cuestionarios

2 videos

The Conflict Spiral and Its Stages: The thin red line8m

Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.8m

10 lecturas

Introduction10m

The Conflict Spiral30m

Infographic. Conflict spiral30m

To know more10m

PDF. The frame of reference to avoid conflict escalation30m

Infographic. Counterintuitive strategy30m

Evaluation of Topic 4. Conflict Resolution10m

Final Exam10m

Final self-assessment10m

Closure10m

5 ejercicios de práctica

Self-evaluation. The Conflict Spiral and Its Stages: The thin red line30m

Self-evaluation. Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.30m

Topic Evaluation 430m

Final Exam1h 30m

Final self-assessment30m

Reseñas

4.4

3 reseña

5 stars
71,42 %
4 stars
14,28 %
3 stars
7,14 %
1 star
7,14 %

Principales reseñas sobre NEGOTIATION SKILLS AND EFFECTIVE COMMUNICATION

por KK3 de dic. de 2022

It is very good course, I have learnt a lot from this course.

Ver todas las reseñas

Acerca de Programa especializado: Leadership and Negotiation Skills

This Specialized Program is aimed at leaders who are interested in consolidating their negotiation and communication skills, applying communication techniques that improve relationships and favor cooperation between the parties involved.

Preguntas Frecuentes

¿Cuándo podré acceder a las lecciones y tareas?
El acceso a las clases y las asignaciones depende del tipo de inscripción que tengas. Si tomas un curso en modo de oyente, verás la mayoría de los materiales del curso en forma gratuita. Para acceder a asignaciones calificadas y obtener un certificado, deberás comprar la experiencia de Certificado, ya sea durante o después de participar como oyente. Si no ves la opción de oyente:
es posible que el curso no ofrezca la opción de participar como oyente. En cambio, puedes intentar con una Prueba gratis o postularte para recibir ayuda económica.
Es posible que el curso ofrezca la opción 'Curso completo, sin certificado'. Esta opción te permite ver todos los materiales del curso, enviar las evaluaciones requeridas y obtener una calificación final. También significa que no podrás comprar una experiencia de Certificado.
¿Qué recibiré si me suscribo a este Programa especializado?
Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.
¿Hay ayuda económica disponible?
Sí. En ciertos programas de aprendizaje, puedes postularte para recibir ayuda económica o una beca en caso de no poder costear los gastos de la tarifa de inscripción. Si hay ayuda económica o becas disponibles para tu selección de programa de aprendizaje, verás un enlace para postularte en la página de descripción.

¿Tienes más preguntas? Visita el Centro de Ayuda al Estudiante.

Desarrolla habilidades para tus empleados e impulsa los resultados de la empresa

Descubre Coursera para Empresas

Negotiation Skills and Effective Communication

Acerca de este Curso

Qué aprenderás