En este curso los participantes analizarán los conceptos de efectividad de una negociación, que consiste en una interacción humana, y la satisfacción de los deseos e intereses en las negociaciones.
Habilidades humanas y de negocios para negociar
Habilidades humanas y de negocios para negociar
This course is part of Estrategias de Negociación Specialization
Instructor: Fernando Guerra
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4.8
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11 hours to complete
3 weeks at 3 hours a week
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2 assignments
Taught in Spanish
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This course is part of the Estrategias de Negociación Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 5 modules in this course
En este curso, analizaremos los conceptos de efectividad de una negociación relacionados con la gente y los deseos que quieren realizar, pues en cualquier asunto que vayamos a negociar, el aspecto más importante será la interacción humana, la satisfacción de sus necesidades y deseos, así como los estadios o situaciones que desean obtener y evitar.
What's included
1 video2 readings
En este módulo se contemplarán aspectos como las necesidades del cliente, su clasificación y conceptos de valor agregado. Asimismo se considerarán aspectos motivacionales por los cuales los clientes o contraparte quedan, remarcando que "la gente actúa por sus propias razones y no por la nuestras".
What's included
2 videos8 readings
Veremos un enfoque sobre los pensamientos, necesidades, problemas y deseos de los clientes, presentando los métodos para el acercamiento a la contraparte para desarrollar compresión y entendimiento que realizamos a través del empleo de preguntas que desarrollan un completo servicio de ayuda y asesoría al cliente o contraparte.
What's included
3 videos10 readings1 assignment
A continuación presentaremos los lineamientos y guías para elaborar las soluciones a los problemas e intereses de los clientes considerando el empleo de la técnica de característica, ventaja y beneficio (CVB), utilizando las palabras que intensifican los deseos y que permiten sostener en el oponente la tensión resultante de la diferencia entre deseo insatisfecho y problema, sin dejar de considerar que la escucha es un elemento que se aplica en forma necesaria en todo el proceso de negociación.
What's included
3 videos10 readings
Finalmente llegamos al momento de las decisiones a través de solucionar las tres dudas que todo cliente tiene en la cabeza, las cuales le generan objeciones y para nosotros representan una gran oportunidad pues, una vez resueltas, podremos conducirnos inmediatamente al cierre de la negociación.
What's included
4 videos10 readings1 assignment1 peer review
Instructor
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4.9 (46 ratings)Offered by
Recommended if you're interested in Business Essentials
Universidad de los Andes
Pontificia Universidad Católica del Perú
Universidad de los Andes
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