Este curso forma parte de Programa Especializado - Negotiation, Mediation and Conflict Resolution
Negotiation Fundamentals
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Acerca de este Curso
4.8
160 ratings
This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.
In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more!
Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”.
Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.
Programa - Qué aprenderás en este curso
1
Sección
Negotiation strategy
In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
6 videos (Total: 35 min), 1 quiz
6 videos
Three dimensions of any negotiation4m
Three strategic tensions5m
Communication and Active Listening5m
Communication and Active Speaking5m
Beware of instinctive pitfalls8m
1 ejercicio de práctica
Practice Quiz "Negotiation strategy"20m
2
Sección
Negotiation preparation
In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.
6 videos (Total: 34 min), 2 quizzes
6 videos
People dimension : 3 elements to be prepared5m
Problem dimension : Motivation5m
Problem dimension : Solution at the table and justification5m
Problem dimension : Solution away from the table5m
Process dimension : 3 elements to be prepared6m
2 ejercicios de práctica
Practice Quiz final12m
Graded Quiz final22m
3
Sección
Value creation & Value claiming
This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!
6 videos (Total: 38 min), 2 quizzes
6 videos
Why negotiation fail ?7m
Negotiation on behalf of others : respecting your mandate7m
Creating value6m
The usual bargaining tactics (Part 1)6m
The usual bargaining tactics (Part 2)5m
2 ejercicios de práctica
Practice Quiz final10m
Graded Quiz - Final30m
Peer assessment : Negotiation Preparation & Value Creation
In this assessment, we'll introduce you to a negotiation exercise involving two negotiators. You will have to mobilize the knowledge and skills acquired during the last three weeks of this course. To pass the lesson, you need to complete 1 of 2 choices and then, review your peers. Enjoy !
1 quiz
4
Sección
Negotiation process
This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.
6 videos (Total: 27 min), 2 quizzes
6 videos
Doing first things first for effective negotiation - Part 15m
Doing first things first for effective negotiation - Part 23m
Doing first things first for effective negotiation - Part 33m
Doing first things first for effective negotiation - Part 44m
Reaching the end : And how about the power balance ?4m
2 ejercicios de práctica
Practice Quiz - Final20m
Graded Quiz - MOOC final22m
4.8
83%
33%
Principales revisiones
por VR•Aug 20th 2018
It gave an insight into how negotiation is everywhere!!! Getting to know the 10 preparation points of negotiation was really a eye opener. Thoroughly enjoy this course..
por CM•Dec 26th 2017
Very well-made course! It gives a very useful overview about negotiation on a quality level. The way of presenting is the best I have jet seen in a Courser course.
Instructor
Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & BrusselsPolitical Science
Acerca de ESSEC Business School
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
Acerca del programa especializado Negotiation, Mediation and Conflict Resolution
This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation.
You will learn the negotiation fundamental skills and tools thanks to the first Course.
With the second course you we will enable you to develop better cross-cultural anticipation and flexibility when you face a negotiation - both key skills in an international environment.
With the third course you will be able to choose and lead a mediation process. You’ll gain a deeper understanding of workplace and international conflict resolution.
At the end of this specialization a capstone project will be the opportunity to apply your new knowledge and skills with practical cases.
Preguntas Frecuentes
When will I have access to the lectures and assignments?
Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
What is the refund policy?
Is financial aid available?
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