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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.
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.
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/2vemn6/estrategias
What's inside
Syllabus
Tema 1. La estrategia dual
Tema 2. La estrategia de implementación
Tema 3. La estrategia de Internacionalización
Read more
Syllabus
Tema 1. La estrategia dual
Tema 2. La estrategia de implementación
Tema 3. La estrategia de Internacionalización
Read more
Tema 4. La estrategia del contexto
Good to know
Good to know
Know what's good ,
what to watch for , 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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Save Estrategias y estilos de negociación to your list so you can find it easily later:
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Reviews summary
Well-received negotiation tactics course
This course on negotiation tactics is well-received by students, with a large majority giving it a 5-star rating. Students particularly appreciate the course's focus on practical tools and strategies that can be applied to real-world negotiations.
Content is interesting and engaging.
"Fue un curso muy interesante y sirve de mucho para entender la importancia del liderazgo en un equipo de trabajo."
"Es un curso interesante pero se vuelve monótono el monologo. Los primeros videos son muy aburridos por la falta de animo del expositor. Ya en el tercer curso, luce mas relajado y confiado, se empieza a notar que le agrada dar esos temas."
Teaches practical strategies that can be applied in real-world negotiations.
"Excelente curso, nos demuestra que con las estrategias adecuadas, el perfil adecuado, el estilo indicado superamos nuestras capacidades profesionales."
Provides valuable knowledge and skills.
"Excelente curso, sin dudan alguna nos da herramientas para cualquier tipo de negociación que vayamos a a realizar"
"Excelente temática, y muy apropiada para mi carrera"
"Es un curso genial aprendí totalmente en estos tres temas en los cuales estuve y quiero agradecer porque tuve maestros de alta calidad"
Some areas, such as video production quality and grading, could be improved.
"Con lo que cobra el TEC, uno esperaría que metieran más calidad a su curso, no aventar todo en texto y darte una asquerosa introducción de menos de 20 minutos de video."
"El problema es que ya concluí todas las actividades del curso y nadie me califica las tareas, y no hay otras tareas que calificar... Por esa razon aun no puedo obtener el certificado del curso..
Espero que alguien me pueda apoyar con esto.
Gracias"
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:
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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)
Good to know
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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