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

Daniel Meade Monteverde

Ofrecido Por

Programa especializado: Leadership and Negotiation SkillsTecnológico de Monterrey

Acerca de este Curso

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The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation.
In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best.

We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, which has historically driven us to use a preferential strategy, but which is not necessarily yielding the results expected.

The participant will develop competences for strategic decision making, which will enable him to achieve the greatest benefit from a negotiation, in terms of creation of value and satisfaction between the parties involved.

Fechas límite flexibles

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Certificado para compartir

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100 % en línea

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Curso 3 de 3 en

Programa especializado: Leadership and Negotiation Skills

Nivel intermedio

Aprox. 25 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

Identify negotiation styles based on the results and relationships in a negotiation.
Analyze the most effective strategic options in different negotiation contexts.
Solve complex problems that meet the interests and objectives of the parties involved.

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 3 de 3 en

Programa especializado: Leadership and Negotiation Skills

Nivel intermedio

Aprox. 25 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

Daniel Meade Monteverde

5498 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. Dual Strategy

Welcome to Topic 1 of the course Negotiation Strategies and Styles: Dual Strategy: Negotiation Styles. In this section, you’ll learn about the dual matrix structure, which has two relevant variables for every negotiation: the results of the agreement and the relationships between the negotiating parties. This has the purpose of identifying different negotiation styles or profiles and their inherent behaviors.

7 horas para completar

2 videos (Total 6 minutos), 17 lecturas, 5 cuestionarios

2 videos

Negotiation Styles2m

Negotiation Tactics3m

17 lecturas

Welcome10m

General objective and list of topics10m

Schedule10m

Frequent questions10m

Evaluation10m

Methodology10m

Policies10m

Initial Self-Diagnosis10m

Introduction10m

Negotiation Styles30m

Infographic. Dual matrix of negotiation styles30m

To know more10m

PDF. Negotiation Tactics30m

Infographic. Negotiation Tactics30m

Contextualized situation30m

Evaluation of Topic 1. Dual Strategy10m

Invitation to continue with the next topic10m

5 ejercicios de práctica

Initial Self-Diagnosis30m

Self-evaluation. Negotiation Styles30m

Self-evaluation. Negotiation Tactics30m

Contextualized situation30m

Topic Evaluation 130m

Semana

Semana 2

5 horas para completar

Topic 2. The Implementation Strategy

Welcome to the topic of The Implementation Strategy. In this section, you’ll learn about the importance of preparation for negotiation and the need to go beyond the agreement and into implementation. At the end of this topic, you’ll be able to conceive of a plan and develop a negotiation agenda, while you learn the necessary principles for changing your mentality by seeing the agreement as a means not an end. Then, what follows is to adopt the discipline of implementation for the agreements you have reached.

5 horas para completar

2 videos (Total 6 minutos), 9 lecturas, 3 cuestionarios

2 videos

Negotiation Preparation2m

Agreement Implementation3m

9 lecturas

Introduction10m

Negotiation Preparation30m

Infographic. BATNA as a principle element in negotiation preparation30m

To know more10m

PDF. Agreement Implementation30m

Infographic. Agreement Implementation30m

Individual practice with peer evaluation description30m

Evaluation of Topic 2. The Implementation Strategy10m

Invitation to continue with the next topic10m

3 ejercicios de práctica

Self-evaluation. Negotiation Preparation30m

Self-evaluation. Agreement Implementation30m

Topic Evaluation 230m

Semana

Semana 3

6 horas para completar

Topic 3. The Internationalization Strategy

Welcome to the third topic of the course on Negotiation Strategies and Styles: The Internationalization Strategy. In this section, we’ll study the relevance of culture in international negotiations. We will return to the importance of preparation from the perspective of cultural diversity and the recognition of differences as an element of dialogue. We will try to overcome the ostracism of stereotypes to incorporate the advances in social anthropology as related to cultural prototypes.

6 horas para completar

2 videos (Total 6 minutos), 9 lecturas, 5 cuestionarios

2 videos

Cultural Diversity and Negotiation3m

International Negotiations2m

9 lecturas

Introduction10m

Cultural Diversity and Negotiation30m

Infographic. The impact of culture on negotiation30m

To know more10m

PDF. International Organizations30m

Infographic. Negotiating in Latin America30m

Challenge30m

Evaluation of Topic 3. The Internationalization Strategy10m

Invitation to continue with the next topic10m

4 ejercicios de práctica

Self-evaluation. Cultural Diversity and Negotiation30m

Self-evaluation. International Negotiations30m

Challenge30m

Topic Evaluation 330m

Semana

Semana 4

7 horas para completar

Topic 4. The Strategy of Context

Congratulations for having arrived here! I can assure you that you won’t regret it; we’ve prepared a closing that is going to leave a pleasing taste of learning and you’re going to want to put this knowledge into your professional practice from now on. The key word in this section is “context,” which is why we’ve called this the Strategy of Context. Context is understood as “the situation within which something exists or happens, and that can help explain it.” (Cambridge Dictionary). From the perspective of negotiation, this refers to the negotiation types according to their content.

7 horas para completar

2 videos (Total 9 minutos), 10 lecturas, 5 cuestionarios

2 videos

Complex Negotiations4m

Best Practices in Negotiation3m

10 lecturas

Introduction10m

Explanation10m

Infographic. Complex Negotiations30m

To know more10m

PDF. Best practices in negotiation30m

Infographic. Best practices in negotiation30m

Evaluation of Topic 4. The Strategy of Context10m

Final Exam10m

Final Self-Diagnosis10m

Closure10m

5 ejercicios de práctica

Self-evaluation. Complex Negotiations30m

Self-evaluation. Best Practices in Negotiation30m

Topic Evaluation 430m

Final Exam1h 30m

Final Self-Diagnosis30m

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.

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Negotiation Strategies and Styles

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