Acerca de este Curso
13,527 vistas recientes

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Nivel principiante

Aprox. 13 horas para completar

Sugerido: 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

Inglés (English)

Subtítulos: Inglés (English)

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Nivel principiante

Aprox. 13 horas para completar

Sugerido: 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

Inglés (English)

Subtítulos: Inglés (English)

Programa - Qué aprenderás en este curso

Semana
1
1 hora para completar

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 minutos), 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
Semana
2
1 hora para completar

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 minutos), 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
Semana
3
1 hora para completar

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 minutos), 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
4 horas para completar

Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices

...
2 quizzes
Semana
4
1 hora para completar

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 minutos), 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
4.7
70 revisionesChevron Right

25%

consiguió un beneficio tangible en su carrera profesional gracias a este curso

22%

consiguió un aumento de sueldo o ascenso

Principales revisiones sobre Negotiation Fundamentals

por VRAug 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 CMDec 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

Avatar

Aurélien Colson

Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

Acerca de Escuela de Negocios ESSEC

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....
Negotiation, Mediation and Conflict Resolution

Preguntas Frecuentes

  • Una vez que te inscribes para obtener un Certificado, tendrás acceso a todos los videos, cuestionarios y tareas de programación (si corresponde). Las tareas calificadas por compañeros solo pueden enviarse y revisarse una vez que haya comenzado tu sesión. Si eliges explorar el curso sin comprarlo, es posible que no puedas acceder a determinadas tareas.

  • 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.

¿Tienes más preguntas? Visita el Centro de Ayuda al Alumno.