Negociação e Relações Interculturais from Coursera

Nossas boas-vindas ao Curso Negociação e Relações Interculturais.

Neste curso, você aprenderá que a globalização alterou os paradigmas organizacionais e culturais, tornando a negociação uma das maiores e prestigiadas habilidades humanas para a sobrevivência das organizações. No contexto das alianças estratégicas, fusões, incorporações, novos modelos de gestão, preocupações éticas, com o meio ambiente e responsabilidade social, o conhecimento de ferramentas e conceitos que gerem o equilíbrio entre necessidades e interesses envolvendo diferentes posições e culturas de negociadores se tornou um importante vetor de estudo das relações interpessoais e resolução de conflitos.

Ao final deste curso, você será capaz de identificar as características que definem as negociações e considerar as questões éticas nas atividades do negociador. Irá compreender os resultados esperados dos processos de negociação, e poderá aplicar as etapas necessárias para o planejamento de resolução de conflitos, e posicionamento de interesses comerciais e pessoais.

Este curso é composto por quatro módulos, disponibilizados em semanas de aprendizagem. Cada módulo é composto por vídeos, leituras e testes de verificação de aprendizagem. Ao final de cada módulo, temos uma avaliação de verificação dos conhecimentos.

Estamos muito felizes com sua presença neste curso e esperamos que você tire o máximo de proveito dos conceitos aqui apresentados.

Bons estudos!

What's inside

Syllabus

Módulo 1 | Princípios da Negociação

Neste módulo, trataremos dos conceitos e características das negociações. Iremos também discutir a ética sob a perspectiva das negociações e as etapas para o planejamento das atividades de preparação, execução e fechamento dos acordos. Ainda neste módulo, serão apresentados os principais entraves para as negociações.

Módulo 2 | O Jogo da Negociação

Este módulo apresentará alguns dos conceitos mais importantes sobre negociação distributiva, integrativa, jogo da negociação competitivo, colaborativo e jogo da concessão. Apresentará as diferenças, abordagens, aplicabilidade e planejamento necessários para cada conceito, considerando as diferenças culturais.

Módulo 3 | Relacionamentos Interpessoais na Negociação

Neste módulo, discutiremos o perfil dos negociadores e a influência dos estilos interpessoais no resultado da negociação. Apresentaremos, também, a importância do controle das emoções e as ferramentas de identificação de perfil. Será abordado como lidar com as reações dos diferentes perfis de negociador, assim como a construção da confiança e da reciprocidade.

Módulo 4 | Negociações Internacionais: Discutindo a Negociação ao Redor do Mundo

Este módulo tratará das negociações de contexto internacional, envolvendo diferentes conceitos geopolíticos e culturais. Discutiremos a importância do fator humano nas relações de negociações com diferentes culturas e abordagens para as relações comerciais e pessoais.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Desenvolve habilidades essenciais para profissionais que lidam com negociações internacionais, que estão cada vez mais comuns

Apresenta conceitos e estratégias atualizados para negociações em contextos internacionais, considerando diferenças culturais

Oferece uma abordagem multifacetada da negociação, abrangendo princípios, estratégias e contextos interpessoais e internacionais

Requer conhecimento prévio de conceitos básicos de negociação, o que pode ser um obstáculo para iniciantes

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Negociação e Relações Interculturais with these activities:

Revise negotiation principles and ethics

Show steps

Reinforce your understanding of the fundamental concepts and ethical considerations in negotiation, setting a solid foundation for your learning in this course.

Show steps

Review key principles of negotiation, such as BATNA, ZOPA, and anchoring.
Identify ethical dilemmas that can arise in negotiation and explore strategies for resolving them.

Organize and review course materials

Show steps

Stay organized and enhance your understanding by compiling and reviewing notes, assignments, quizzes, and exams from the course, reinforcing key concepts and solidifying your knowledge base.

Browse courses on Note taking

Show steps

Regularly review lecture notes and readings, highlighting important concepts.
Create summaries or mind maps to consolidate your understanding.
Compile practice problems and solutions for future reference.
Review past assignments and quizzes to identify areas where you need to focus your efforts.

Participate in negotiation discussions

Show steps

Engage with peers in discussions to exchange insights and perspectives on negotiation strategies, cultural influences, and ethical considerations, broadening your understanding and challenging your assumptions.

Show steps

Join a study group or online forum dedicated to negotiation.
Actively participate in discussions, sharing your own experiences and insights.
Listen attentively to the perspectives of others and be open to alternative viewpoints.

Two other activities

Expand to see all activities and additional details

Show all five activities

Explore advanced negotiation techniques

Show steps

Seek out and follow tutorials to refine and develop your negotiation skills, gaining exposure to innovative strategies and approaches to enhance your effectiveness in complex negotiations.

Browse courses on Negotiation Strategies

Show steps

Identify areas where you want to improve your negotiation skills.
Research and find reputable tutorials or online courses that cover advanced negotiation techniques.
Follow the tutorials, taking notes and practicing the techniques in mock negotiations.

Develop a negotiation case study

Show steps

Create a detailed and realistic negotiation case study that incorporates various negotiation strategies and cultural considerations, deepening your understanding of the complexities involved in real-world negotiations.

Show steps

Identify a specific business or interpersonal negotiation scenario and define the objectives of each party.
Research and incorporate cultural nuances and differences that may impact the negotiation.
Describe the negotiation process, including the strategies and tactics employed by each party.
Analyze the negotiation outcomes and discuss the factors that contributed to the success or failure of the negotiation.

Career center

Learners who complete Negociação e Relações Interculturais will develop knowledge and skills that may be useful to these careers:

Negotiator

Negotiators work with individuals and organizations to resolve disputes and reach agreements. They use their skills in negotiation, communication, and persuasion to help parties reach a mutually acceptable solution. This course on Negotiation and Intercultural Relations can be helpful for Negotiators because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Negotiator

International Business Manager

International Business Managers oversee the international operations of a company or organization. They are responsible for developing and implementing strategies for entering new markets, managing international operations, and negotiating with foreign governments and businesses. This course on Negotiation and Intercultural Relations can be helpful for International Business Managers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for International Business Manager

Diplomat

Diplomats represent their countries in foreign countries and work to promote peace and cooperation. They negotiate with foreign governments, businesses, and organizations to resolve conflicts and build relationships. This course on Negotiation and Intercultural Relations can be helpful for Diplomats because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Diplomat

Consultant

Consultants provide advice and expertise to businesses and organizations on a variety of topics. They work with clients to identify problems, develop solutions, and implement those solutions. This course on Negotiation and Intercultural Relations can be helpful for Consultants because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Consultant

Management Consultant

Management Consultants provide advice and expertise to businesses and organizations on a variety of topics. They work with clients to identify problems, develop solutions, and implement those solutions. This course on Negotiation and Intercultural Relations can be helpful for Management Consultants because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Management Consultant

Sales Manager

Sales Managers oversee the sales department of a company or organization. They are responsible for developing and implementing sales strategies, managing sales teams, and negotiating with customers. This course on Negotiation and Intercultural Relations can be helpful for Sales Managers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Sales Manager

Lawyer

Lawyers provide legal advice and representation to individuals and organizations. They work with clients to resolve disputes, negotiate contracts, and protect their rights. This course on Negotiation and Intercultural Relations can be helpful for Lawyers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Lawyer

Training and Development Manager

Training and Development Managers oversee the training and development programs of a company or organization. They are responsible for developing and implementing training programs, managing training staff, and evaluating training effectiveness. This course on Negotiation and Intercultural Relations can be helpful for Training and Development Managers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Training and Development Manager

Social Worker

Social Workers help people to overcome challenges and improve their lives. They work with individuals, families, and communities to provide support, counseling, and resources. This course on Negotiation and Intercultural Relations can be helpful for Social Workers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Social Worker

Business Analyst

Business Analysts help to identify the needs of a business and develop solutions to meet those needs. They work with stakeholders to gather requirements, analyze data, and develop recommendations. This course on Negotiation and Intercultural Relations can be helpful for Business Analysts because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Business Analyst

Human Resources Manager

Human Resources Managers oversee the human resources department of a company or organization. They are responsible for recruiting, hiring, training, and developing employees. They also work with employees to resolve conflicts and build a positive work environment. This course on Negotiation and Intercultural Relations can be helpful for Human Resources Managers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Human Resources Manager

Public Relations Specialist

Public Relations Specialists manage the public image of companies and organizations. They work with the media, customers, and other stakeholders to build and maintain positive relationships. This course on Negotiation and Intercultural Relations can be helpful for Public Relations Specialists because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Public Relations Specialist

Marketer

Marketers develop and implement marketing campaigns to promote products and services. They work with clients to identify target markets, develop marketing strategies, and create marketing materials. This course on Negotiation and Intercultural Relations can be helpful for Marketers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Marketer

Teacher

Teachers educate students in a variety of subjects. They work with students to develop their academic, social, and emotional skills. This course on Negotiation and Intercultural Relations may be helpful for Teachers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Teacher

Project Manager

Project Managers oversee the planning, execution, and completion of projects. They work with stakeholders to define project scope, develop project plans, and manage project resources. This course on Negotiation and Intercultural Relations may be helpful for Project Managers because it provides insights into how to negotiate effectively and build relationships with people from different cultures.

See salaries and explore the career path for Project Manager