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.
Negotiation Skills and Effective Communication
This course is part of Leadership and Negotiation Skills Specialization
Instructor: Daniel Meade Monteverde
5,709 already enrolled
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(38 reviews)
What you'll learn
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.
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There are 4 modules in this course
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.
What's included
2 videos17 readings5 assignments1 discussion prompt
Welcome to the second topic of our course: Negotiation Skills and Effective Communication In this topic we are going to venture into the fascinating world of emotions and their impact on the negotiation processes, exploring the ancient dilemma of the emotional and the rational. We’ll do this by first considering emotions in the context of human communication and the three pillars that support it: perceptions, cognition, and emotions.
What's included
2 videos9 readings3 assignments1 discussion prompt
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.
What's included
2 videos9 readings4 assignments1 peer review1 discussion prompt
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.
What's included
2 videos10 readings5 assignments1 discussion prompt1 plugin
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Recommended if you're interested in Leadership and Management
Fundação Instituto de Administração
Fundação Instituto de Administração
Tecnológico de Monterrey
Fundação Instituto de Administração
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