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Negotiation Strategies and Styles

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Negotiation Strategies and Styles

This course is part of Leadership and Negotiation Skills Specialization

Instructor: Daniel Meade Monteverde

5,007 already enrolled

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4 modules

Gain insight into a topic and learn the fundamentals.

34 reviews

Intermediate level

Some related experience required

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

34 reviews

Intermediate level

Some related experience required

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

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.

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

17 assignments¹

AI Graded see disclaimer

Taught in English

91% of learners achieved a positive career outcome

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This course is part of the Leadership and Negotiation Skills Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
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There are 4 modules in this course

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.

Module details

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.

What's included

2 videos17 readings5 assignments1 discussion prompt

2 videosTotal 6 minutes

Negotiation Styles3 minutes
Negotiation Tactics4 minutes

17 readingsTotal 270 minutes

Welcome10 minutes
General objective and list of topics10 minutes
Schedule10 minutes
Frequent questions10 minutes
Evaluation10 minutes
Methodology10 minutes
Policies10 minutes
Initial Self-Diagnosis10 minutes
Introduction10 minutes
Negotiation Styles30 minutes
Infographic. Dual matrix of negotiation styles30 minutes
To know more10 minutes
PDF. Negotiation Tactics30 minutes
Infographic. Negotiation Tactics30 minutes
Contextualized situation30 minutes
Evaluation of Topic 1. Dual Strategy10 minutes
Invitation to continue with the next topic10 minutes

5 assignmentsTotal 150 minutes

Initial Self-Diagnosis30 minutes
Self-evaluation. Negotiation Styles30 minutes
Self-evaluation. Negotiation Tactics30 minutes
Contextualized situation30 minutes
Topic Evaluation 130 minutes

1 discussion promptTotal 10 minutes

Networking topic 1. Dual Strategy10 minutes

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.

What's included

2 videos9 readings3 assignments1 discussion prompt

2 videosTotal 6 minutes

Negotiation Preparation3 minutes
Agreement Implementation3 minutes

9 readingsTotal 190 minutes

Introduction10 minutes
Negotiation Preparation30 minutes
Infographic. BATNA as a principle element in negotiation preparation30 minutes
To know more10 minutes
PDF. Agreement Implementation30 minutes
Infographic. Agreement Implementation30 minutes
Individual practice with peer evaluation description30 minutes
Evaluation of Topic 2. The Implementation Strategy10 minutes
Invitation to continue with the next topic10 minutes

3 assignmentsTotal 90 minutes

Self-evaluation. Negotiation Preparation30 minutes
Self-evaluation. Agreement Implementation30 minutes
Topic Evaluation 230 minutes

1 discussion promptTotal 10 minutes

Networking topic 2. The Implementation Strategy10 minutes

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.

What's included

2 videos9 readings4 assignments1 peer review1 discussion prompt

2 videosTotal 6 minutes

Cultural Diversity and Negotiation3 minutes
International Negotiations3 minutes

9 readingsTotal 190 minutes

Introduction10 minutes
Cultural Diversity and Negotiation30 minutes
Infographic. The impact of culture on negotiation30 minutes
To know more10 minutes
PDF. International Organizations30 minutes
Infographic. Negotiating in Latin America30 minutes
Challenge30 minutes
Evaluation of Topic 3. The Internationalization Strategy10 minutes
Invitation to continue with the next topic10 minutes

4 assignmentsTotal 120 minutes

Self-evaluation. Cultural Diversity and Negotiation30 minutes
Self-evaluation. International Negotiations30 minutes
Challenge30 minutes
Topic Evaluation 330 minutes

1 peer reviewTotal 60 minutes

Delivery of the final project evaluated by pairs60 minutes

1 discussion promptTotal 10 minutes

Networking topic 3. The Internationalization Strategy10 minutes

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.