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Daniel Meade Monteverde
and
Luz María Vargas Reguer
The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation.
In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best.
Read more
The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation.
In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best.
Read more
The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation.
In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best.
We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, which has historically driven us to use a preferential strategy, but which is not necessarily yielding the results expected.
The participant will develop competences for strategic decision making, which will enable him to achieve the greatest benefit from a negotiation, in terms of creation of value and satisfaction between the parties involved.
Register for this course and see more details by visiting:
OpenCourser.com/course/7tuog3/negotiation
What's inside
Learning objectives
- Identify negotiation styles based on the results and relationships in a negotiation.
- Analyze the most effective strategic options in different negotiation contexts.
- Solve complex problems that meet the interests and objectives of the parties involved.
- Identify negotiation styles based on the results and relationships in a negotiation.
- Analyze the most effective strategic options in different negotiation contexts.
- Solve complex problems that meet the interests and objectives of the parties involved.
Syllabus
Topic 1. Dual Strategy
1.1 Negotiation Styles
1.2 Negotiation Tactics
Topic 2. The Implementation Strategy
Read more
Syllabus
Topic 1. Dual Strategy
1.1 Negotiation Styles
1.2 Negotiation Tactics
Topic 2. The Implementation Strategy
Read more
2.1 Negotiation Preparation
2.2 Agreement Implementation
Topic 3. The Internationalization Strategy
3.1 Cultural Diversity and Negotiation
3.2 International Negotiations
Topic 4. The Strategy of Context
4.1 Complex Negotiations
4.2 Practices in Negotiation
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Explora el Dilema del Negociador, que surge de la tensión entre cooperar y competir durante una negociación
Cuenta con instructores reconocidos: Daniel Meade Monteverde y Luz María Vargas Reguer, profesores de la Universidad de los Andes
Enseña cinco estrategias de negociación, identificando sus fortalezas, debilidades y situaciones de aplicabilidad
Desarrolla competencias para la toma de decisiones estratégicas, maximizando los beneficios y la satisfacción de las partes involucradas
Incluye temas relevantes como la diversidad cultural y las negociaciones internacionales, ampliando la perspectiva del participante
Requiere conocimiento previo en negociación, lo que podría limitar su accesibilidad para principiantes
Save this course
Save Negotiation Strategies and Styles to your list so you can find it easily later:
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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 Negotiation Strategies and Styles with these
activities:
Create a portfolio of negotiation resources
Show steps
Compile valuable negotiation resources to support your learning.
Browse courses on
Negotiation Techniques
Show steps
-
Gather articles, books, and other resources on negotiation.
-
Organize the resources by topic.
-
Summarize the key points of each resource.
Discuss negotiation strategies with peers
Show steps
Enhance your understanding by discussing negotiation strategies with peers.
Browse courses on
Negotiation Strategies
Show steps
-
Find a peer to discuss negotiation strategies with.
-
Set up a time to meet.
-
Prepare by gathering your thoughts and observations about negotiation.
-
Discuss your thoughts and observations and share your learning with your peer.
Role-play different negotiation scenarios
Show steps
Practice what you learn by role-playing different negotiation scenarios.
Browse courses on
Negotiation Strategies
Show steps
-
Read the scenario and identify the interests of both parties.
-
Prepare the best course of action for each party.
-
Role-play the negotiation process.
-
Analyze the outcome of the negotiation.
Two other activities
Expand to see all activities and additional details
Show all five activities
Solve negotiation case studies
Show steps
Apply your knowledge by solving negotiation case studies.
Browse courses on
Case Studies
Show steps
-
Read the case study and identify the key issues.
-
Analyze the different negotiation strategies that could be used.
-
Solve the case study.
Participate in a negotiation competition
Show steps
Take your negotiation skills to the next level by participating in a competition.
Browse courses on
Negotiation Skills
Show steps
-
Find a negotiation competition to participate in.
-
Prepare for the competition by practicing your negotiation skills.
-
Compete in the competition and put your skills to the test.
Create a portfolio of negotiation resources
Show steps
Compile valuable negotiation resources to support your learning.
Browse courses on
Negotiation Techniques
Show steps
Show steps
Show steps
- Gather articles, books, and other resources on negotiation.
- Organize the resources by topic.
- Summarize the key points of each resource.
Discuss negotiation strategies with peers
Show steps
Enhance your understanding by discussing negotiation strategies with peers.
Browse courses on
Negotiation Strategies
Show steps
Show steps
Show steps
- Find a peer to discuss negotiation strategies with.
- Set up a time to meet.
- Prepare by gathering your thoughts and observations about negotiation.
- Discuss your thoughts and observations and share your learning with your peer.
Role-play different negotiation scenarios
Show steps
Practice what you learn by role-playing different negotiation scenarios.
Browse courses on
Negotiation Strategies
Show steps
Show steps
Show steps
- Read the scenario and identify the interests of both parties.
- Prepare the best course of action for each party.
- Role-play the negotiation process.
- Analyze the outcome of the negotiation.
Two other activities
Expand to see all activities and additional details
Show all five activities
Solve negotiation case studies
Show steps
Apply your knowledge by solving negotiation case studies.
Browse courses on
Case Studies
Show steps
Show steps
Show steps
- Read the case study and identify the key issues.
- Analyze the different negotiation strategies that could be used.
- Solve the case study.
Participate in a negotiation competition
Show steps
Take your negotiation skills to the next level by participating in a competition.
Browse courses on
Negotiation Skills
Show steps
Show steps
Show steps
- Find a negotiation competition to participate in.
- Prepare for the competition by practicing your negotiation skills.
- Compete in the competition and put your skills to the test.
Career center
Learners who complete Negotiation Strategies and Styles will develop knowledge and skills
that may be useful to these careers:
Mediator
Mediator
Mediators help to resolve disputes between two or more parties, often in the context of a formal mediation process. "Negotiation Strategies and Styles" would be very helpful for this role since mediators must be experts at third-party negotiation. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Contract Manager
Contract Manager
Contract managers are responsible for the negotiation, management, and administration of contracts. "Negotiation Strategies and Styles" would be very helpful for this role since contract managers must be experts at negotiation. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
International Business Consultant
International Business Consultant
International business consultants advise clients on how to do business in other countries. "Negotiation Strategies and Styles" would be very helpful for this role since international business consultants must be experts at cross-cultural negotiation. The course will help you understand the challenges of negotiating in different cultures and how to adapt your negotiation style accordingly.
Business Development Manager
Business Development Manager
Business development managers are responsible for developing new business opportunities for their companies. "Negotiation Strategies and Styles" would be very helpful for this role since business development managers must be experts at negotiating with potential clients. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Sales Manager
Sales Manager
Sales managers are responsible for leading and motivating sales teams to achieve their targets. "Negotiation Strategies and Styles" would be very helpful for this role since sales managers must be experts at negotiating with customers. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Entrepreneur
Entrepreneur
Entrepreneurs are people who start and run their own businesses. "Negotiation Strategies and Styles" may be helpful for this role since entrepreneurs must be able to negotiate with customers, suppliers, and investors. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Lawyer
Lawyer
Lawyers represent clients in legal matters. "Negotiation Strategies and Styles" may be helpful for this role since lawyers must be able to negotiate with opposing counsel and clients. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Human Resources Manager
Human Resources Manager
Human resources managers are responsible for managing the human capital of their organizations. "Negotiation Strategies and Styles" may be helpful for this role since human resources managers must be able to negotiate with employees and unions. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Project Manager
Project Manager
Project managers are responsible for planning, executing, and closing projects. "Negotiation Strategies and Styles" may be helpful for this role since project managers must be able to negotiate with stakeholders. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Teacher
Teacher
Teachers educate students in a variety of subjects. "Negotiation Strategies and Styles" may be helpful for this role since teachers must be able to negotiate with students, parents, and administrators. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Social Worker
Social Worker
Social workers help people to solve problems and improve their lives. "Negotiation Strategies and Styles" may be helpful for this role since social workers must be able to negotiate with clients, families, and other professionals. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Counselor
Counselor
Counselors help people to overcome mental health issues. "Negotiation Strategies and Styles" may be helpful for this role since counselors must be able to negotiate with clients and other professionals. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Therapist
Therapist
Therapists help people to overcome mental health issues and improve their relationships. "Negotiation Strategies and Styles" may be helpful for this role since therapists must be able to negotiate with clients and other professionals. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Nurse
Nurse
Nurses provide care to patients in hospitals and other healthcare settings. "Negotiation Strategies and Styles" may be helpful for this role since nurses must be able to negotiate with patients, families, and other healthcare professionals. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
Doctor
Doctor
Doctors diagnose and treat patients' illnesses and injuries. "Negotiation Strategies and Styles" may be helpful for this role since doctors must be able to negotiate with patients and other healthcare professionals. The course will help you understand the five negotiation strategies, the strengths and weaknesses of each, and the situations in which they work out best.
For more career information including salaries, visit:
OpenCourser.com/course/7tuog3/negotiation
Reading list
We've selected nine 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
Negotiation Strategies and Styles.
Save
This classic book on negotiation provides a step-by-step guide to negotiating effectively.
Provides practical advice on how to negotiate effectively in a variety of situations.
Provides a comprehensive overview of negotiation strategies and tactics.
Provides insights into the psychology of negotiation and offers practical advice on how to negotiate effectively.
Provides a framework for having difficult conversations in a productive way.
Save
Provides a simple framework for asking for what you want in negotiations.
Provides 10 principles for negotiating effectively.
Provides insights into how cultural differences can affect negotiations.
Save
Provides a comprehensive overview of international negotiation.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/7tuog3/negotiation
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Effort
5 to 8 hours per week for 4 weeks
Level
Intermediate
Via
edX
Institution
Tecnológico de Monterrey
Instructors
Daniel Meade Monteverde
Luz María Vargas Reguer
Session
April 1, 2024
- May 4, 2025
Language
Español
Transcript
English
This course belongs to a
collection
called
Humanities & Soft Skills. It's comprised of six courses:
Good to know
Explora el Dilema del Negociador, que surge de la tensión entre cooperar y competir durante una negociación
Cuenta con instructores reconocidos: Daniel Meade Monteverde y Luz María Vargas Reguer, profesores de la Universidad de los Andes
Enseña cinco estrategias de negociación, identificando sus fortalezas, debilidades y situaciones de aplicabilidad
Desarrolla competencias para la toma de decisiones estratégicas, maximizando los beneficios y la satisfacción de las partes involucradas
Incluye temas relevantes como la diversidad cultural y las negociaciones internacionales, ampliando la perspectiva del participante
Requiere conocimiento previo en negociación, lo que podría limitar su accesibilidad para principiantes
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