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Daniel Meade Monteverde
El dilema del negociador es un fenómeno derivado de la tensión que surge cuando se tiene que discernir sobre la estrategia óptima de negociación ante una situación específica. El término fue popularizado por los precursores de la teoría estratégica en la negociación, los profesores David Lax y James Sebenius de Harvard Business School para ilustrar el predicamento entre cooperar o competir en una negociación.
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El dilema del negociador es un fenómeno derivado de la tensión que surge cuando se tiene que discernir sobre la estrategia óptima de negociación ante una situación específica. El término fue popularizado por los precursores de la teoría estratégica en la negociación, los profesores David Lax y James Sebenius de Harvard Business School para ilustrar el predicamento entre cooperar o competir en una negociación.
Read more
El dilema del negociador es un fenómeno derivado de la tensión que surge cuando se tiene que discernir sobre la estrategia óptima de negociación ante una situación específica. El término fue popularizado por los precursores de la teoría estratégica en la negociación, los profesores David Lax y James Sebenius de Harvard Business School para ilustrar el predicamento entre cooperar o competir en una negociación.
En este curso en línea analizamos primero la estructura de la Matriz Dual que caracteriza los estilos de negociación en función de las dos variables relevantes en la negociación que son el énfasis en los resultados y el énfasis en las relaciones. Estudiamos la naturaleza de cada estilo y su relevancia en el diseño estratégico de una negociación.
Introducimos un enfoque a la planeación estratégica de la negociación, desde la preparación hasta la implementación con el propósito de identificar la estrategia adecuada que nos permita negociar con efectividad en diferentes contextos con el fin de incorporar el pensamiento estratégico en la negociación.
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What's inside
Syllabus
Tema 1. La estrategia dual
Tema 2. La estrategia de implementación
Tema 3. La estrategia de Internacionalización
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Syllabus
Tema 1. La estrategia dual
Tema 2. La estrategia de implementación
Tema 3. La estrategia de Internacionalización
Read more
Traffic lights
Traffic lights
Read about what's good
what should give you pause and
possible dealbreakers
Desarrolla estrategias para la negociación efectiva en diferentes contextos
Ofrece una estructura de Matriz Dual para entender los estilos de negociación
Abarca la planeación estratégica desde la preparación hasta la implementación de la negociación
Se enfoca en la importancia de considerar las relaciones y los resultados en las negociaciones
Está diseñado para desarrollar habilidades de negociación en profesionales y estudiantes
Requiere conocimiento previo en negociación o temas relacionados
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Reviews summary
Estrategias de negociación: clara y práctica
Según los estudiantes, este curso ofrece una sólida introducción y un marco práctico para la negociación. Los conceptos se presentan con gran claridad, siendo especialmente elogiada la explicación de la Matriz Dual, considerada una herramienta poderosa. Muchos valoran su aplicabilidad directa en el ámbito profesional y personal. Si bien es muy útil para principiantes y quienes buscan una base, algunos learners con experiencia previa consideran que podría profundizar más en casos complejos o tácticas avanzadas. En general, es una inversión de tiempo valiosa por su contenido y la calidad del instructor.
Lecciones claras, pero algunos desean más dinamismo.
"Los videos son claros, pero me hubiera gustado ver más casos prácticos interactivos."
"El contenido es correcto pero la presentación podría ser más dinámica. Me hubiera gustado ver más ejemplos de alto nivel o simulaciones."
"Buena introducción a las negociaciones. Los temas son importantes y la estructura del curso es lógica."
La herramienta central es muy valorada.
"La matriz dual es una herramienta poderosa y los módulos sobre estrategia de implementación y contexto son muy pertinentes."
"La parte de la estrategia dual es fundamental y muy bien explicada."
"La explicación de la matriz dual es muy clara y el enfoque en el contexto es vital."
Ofrece herramientas y estrategias aplicables.
"Me encantó el enfoque práctico y los ejemplos que ayudan a asimilar los conceptos."
"Los temas se explican de forma clara y concisa. La información es muy relevante para situaciones de la vida real y profesional."
"Este curso es fundamental para cualquier persona que trabaje en un entorno empresarial. Las herramientas y estrategias son directamente aplicables."
Conceptos bien explicados y de utilidad inmediata.
"Excelente curso, muy completo y práctico. Me ayudó a comprender mejor los diferentes estilos de negociación y cómo aplicarlos en mi trabajo."
"Aprendí muchísimas herramientas para mi vida profesional. El curso es conciso y va directo al grano, lo cual aprecio."
"Siento que ahora tengo un marco mental mucho más robusto para enfrentar cualquier negociación. Muy agradecido con este conocimiento."
Podría ser básico para alumnos avanzados.
"Interesante pero un poco básico para alguien con experiencia. Esperaba un nivel más avanzado..."
"Para un principiante es útil, pero para alguien con experiencia previa puede ser repetitivo."
"A veces sentí que se quedaba un poco en la teoría sin profundizar lo suficiente en la aplicación en escenarios complejos."
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 Estrategias y estilos de negociación with these
activities:
Asistencia a eventos de negociación
Show steps
Conecta con profesionales de la negociación y amplía tu red asistiendo a eventos y conferencias.
Browse courses on
Networking
Show steps
-
Identifica eventos de negociación
-
Regístrate y asiste
-
Conecta con personas
Show all one activities
Asistencia a eventos de negociación
Show steps
Conecta con profesionales de la negociación y amplía tu red asistiendo a eventos y conferencias.
Browse courses on
Networking
Show steps
Show steps
Show steps
- Identifica eventos de negociación
- Regístrate y asiste
- Conecta con personas
Show all one activities
Career center
Learners who complete Estrategias y estilos de negociación will develop knowledge and skills
that may be useful to these careers:
Project Manager
Project Manager
A Project Manager is responsible for planning, organizing, and executing projects. This course would provide a Project Manager with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Project Managers can improve their chances of success in negotiations.
Consultant
Consultant
A Consultant provides advice and guidance to organizations on a variety of topics, including negotiation. This course would provide a Consultant with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Consultants can improve their chances of success in negotiations.
Lawyer
Lawyer
A Lawyer provides legal advice and representation to clients. This course would provide a Lawyer with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Lawyers can improve their chances of success in negotiations.
Mediator
Mediator
A Mediator helps disputing parties reach an agreement. This course would provide a Mediator with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Mediators can improve their chances of success in negotiations.
Arbitrator
Arbitrator
An Arbitrator makes a binding decision on a dispute between two parties. This course would provide an Arbitrator with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Arbitrators can improve their chances of success in negotiations.
CEO
CEO
A CEO is responsible for the overall management of an organization. This course would provide a CEO with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, CEOs can improve their chances of success in negotiations.
COO
COO
A COO is responsible for the day-to-day operations of an organization. This course would provide a COO with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, COOs can improve their chances of success in negotiations.
CFO
CFO
A CFO is responsible for the financial management of an organization. This course would provide a CFO with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, CFOs can improve their chances of success in negotiations.
CIO
CIO
A CIO is responsible for the information technology management of an organization. This course would provide a CIO with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, CIOs can improve their chances of success in negotiations.
Business Development Manager
Business Development Manager
A Business Development Manager is responsible for developing and implementing strategies to grow their organization's business. This course would provide a Business Development Manager with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Business Development Managers can improve their chances of success in negotiations.
Sales Manager
Sales Manager
A Sales Manager is responsible for leading and managing a team of sales professionals. This course would provide a Sales Manager with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Sales Managers can improve their chances of success in negotiations.
CTO
CTO
A CTO is responsible for the technology management of an organization. This course would provide a CTO with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, CTOs can improve their chances of success in negotiations.
Marketing Manager
Marketing Manager
A Marketing Manager is responsible for developing and implementing marketing campaigns to promote their organization's products or services. This course would provide a Marketing Manager with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Marketing Managers can improve their chances of success in negotiations.
Negotiator
Negotiator
A Negotiator is responsible for negotiating contracts and agreements on behalf of their organization. This course would provide a Negotiator with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Negotiators can improve their chances of success in negotiations.
Human Resources Manager
Human Resources Manager
A Human Resources Manager is responsible for the management of human resources within an organization. This course would provide a Human Resources Manager with the skills and knowledge necessary to develop and implement effective negotiation strategies. By understanding the different negotiation styles and how to plan and implement negotiations, Human Resources Managers can improve their chances of success in negotiations.
For more career information including salaries, visit:
OpenCourser.com/course/2vemn6/estrategias
Reading list
We've selected six books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
Estrategias y estilos de negociación .
Save
Provides a comprehensive guide to the art of negotiation, covering topics such as preparation, strategy, and tactics. It is written in a clear and engaging style, and it is packed with practical tips and advice. This book would be a valuable resource for anyone who wants to improve their negotiation skills.
Save
This classic book on negotiation has been used by millions of people around the world. It provides a step-by-step guide to the negotiation process, and it emphasizes the importance of building relationships and finding mutually acceptable solutions.
Provides a more theoretical approach to negotiation. It examines the psychological and economic factors that influence negotiation behavior, and it offers a framework for developing effective negotiation strategies.
Provides insights into the psychology of persuasion. It explains how people are influenced by factors such as reciprocity, scarcity, and authority. This knowledge can be helpful in any negotiation situation.
Provides a practical guide to mediation. It is written in Spanish, and it valuable resource for anyone who wants to improve their mediation skills in this language.
Provides a practical guide to negotiation techniques. It is written in Spanish, and it valuable resource for anyone who wants to improve their negotiation skills in this language.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/2vemn6/estrategias
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Effort
4 semanas de estudio, 5-8 horas/semana
Level
Intermediate
Via
Coursera
Institution
Tecnológico de Monterrey
Instructor
Daniel Meade Monteverde
Language
Español
This course belongs to a
collection
called
Liderazgo y habilidades de negociación. It's comprised of three courses:
- Comunicación efectiva para el líder actual
- Habilidades de negociación y comunicación efectiva
- Estrategias y estilos de negociación (viewing)
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