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.
Este curso forma parte de Programa Especializado - Negotiation, Mediation and Conflict Resolution
Negotiation Fundamentals
ofrecido por
Acerca de este Curso
36,947 vistas recientes
Resultados profesionales del estudiante
23%
consiguió un beneficio tangible en su carrera profesional gracias a este curso
20%
consiguió un aumento de sueldo o ascenso
Resultados profesionales del estudiante
23%
consiguió un beneficio tangible en su carrera profesional gracias a este curso
20%
consiguió un aumento de sueldo o ascenso
Certificado para compartir
Obtén un certificado al finalizar
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. 12 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
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.
1 hora para completar
6 videos (Total 35 minutos)
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
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.
1 hora para completar
6 videos (Total 34 minutos)
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
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!
1 hora para completar
6 videos (Total 38 minutos)
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
4 horas para completar
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.
1 hora para completar
6 videos (Total 27 minutos)
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
Revisiones
Principales revisiones sobre NEGOTIATION FUNDAMENTALS
por JPFeb 1, 2020
Excellent MOOC, the clarity of the explanation by Aurélien Colson is fantastic.\n\nGreat tools and techniques to improve your Negotiation skills, highly recommended.\n\nThank you so much!!
por VRAug 19, 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 25, 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.
por MHAug 28, 2018
Very thorough. The quizes are at times a bit unrelated to the material covered in the videos but I suppose that if you buy the book, things are more clear.
por OGJul 16, 2017
this course is straightforward - no abstract, boring explanations. It has motivated me to invest into relationship with people, not just in technologies.
por AMSep 3, 2018
Fantastic introduction to the basics of Negotiation. Well structured, clear, interesting assignments and NOT hours and hours of videos!!
por LLJul 19, 2017
I enjoyed this course so much! I totally recommended to anyone who wants to know and discover the intrinsics of business negotiations.
por PAJun 9, 2018
Definitely a good distance learning course on this subject.Monsieur Colson and his team assembled a very good program.très biens!
por LDMay 2, 2018
The instruction is very clear. The course follows a very logical, easy to follow path. Thank you, I am enjoying it very much.
por CBAug 21, 2019
The instructor is eloquent and well thought out on the symptoms of negotiation. I thoroughly enjoyed the course!!
por AMDec 12, 2019
It is really interesting course if you want to learn the basics and the most important principles of negotiation.
por JKApr 25, 2019
nice course. we have learned lot from this course. we will try to implement what we have learned from the coursee
ofrecido por
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 de 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
¿Cuándo podré acceder a las lecciones y tareas?
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.
¿Qué recibiré si me suscribo a este Programa especializado?
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.
¿Cuál es la política de reembolsos?
¿Hay ayuda económica disponible?
¿Tienes más preguntas? Visita el Centro de Ayuda al Alumno.
