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Aurélien Colson
Ce cours vous donne accès aux outils pratiques de négociation et aux bonnes pratiques rassemblés par le Professeur Aurélien Colson et son équipe dans près de 80 pays et dans un large éventail de secteurs, services, industries, hautes technologies ou organisations publiques.
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Ce cours vous donne accès aux outils pratiques de négociation et aux bonnes pratiques rassemblés par le Professeur Aurélien Colson et son équipe dans près de 80 pays et dans un large éventail de secteurs, services, industries, hautes technologies ou organisations publiques.
Read more
Ce cours vous donne accès aux outils pratiques de négociation et aux bonnes pratiques rassemblés par le Professeur Aurélien Colson et son équipe dans près de 80 pays et dans un large éventail de secteurs, services, industries, hautes technologies ou organisations publiques.
De manière interactive, ce cours vous aidera, entre autres choses : se préparer à toute négociation; éviter les pièges; savoir comment susciter des partenariats créateurs de valeur; structurer une séquence de négociation efficace; négocier d'une manière efficace et respectueuse; surmonter les blocages; et bien plus!
En effet, la négociation ne consiste pas simplement à décider qui obtient quoi maintenant - il s'agit avant tout de créer des partenariats productifs, équitables et donc à long terme. Ce cours vous guide à travers des approches innovantes et éprouvées - "gagnant-gagnant ... mais pas à n'importe quel prix".
Ce cours vous mènera vers des négociations à fort impact et durables à tous les niveaux, qu'il s'agisse de trouver des solutions aux problèmes de gestion des personnes, de conclure un accord de vente ou de conclure des négociations stratégiques de haut niveau impliquant les parties prenantes.
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Syllabus
Stratégie de négociation
Ce module est une introduction à la stratégie de négociation. Vous comprendrez pourquoi la négociation est aussi importante. Il présente les trois dimensions de la négociation : la dimension des Personnes, la dimension des Problèmes et la dimension du Processus. Vous découvrirez les deux outils indispensables du négociateur : l’écoute active et la parole active. Enfin, vous vous familiariserez avec les intuitions fréquentes et contre-productives en négociation.
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Syllabus
Stratégie de négociation
Ce module est une introduction à la stratégie de négociation. Vous comprendrez pourquoi la négociation est aussi importante. Il présente les trois dimensions de la négociation : la dimension des Personnes, la dimension des Problèmes et la dimension du Processus. Vous découvrirez les deux outils indispensables du négociateur : l’écoute active et la parole active. Enfin, vous vous familiariserez avec les intuitions fréquentes et contre-productives en négociation.
Read more
Préparation à la négociation
Dans ce module, vous devrez vous concentrer sur la préparation à la négociation. Vous apprendrez à vous préparer à n’importe quel type de négociation, même si vous n’avez pas beaucoup de temps. Ce module vous présentera une checklist de 10 points à prendre en compte pour vraiment bien vous préparer à toute négociation, partout et à tout moment.
Création et distribution de valeur
Ce module réunit plusieurs objectifs de formation. Il vous aidera à analyser les facteurs typiques d’échec ou d’impasse en négociation pour y réagir de manière appropriée. Vous apprendrez à négocier pour le compte d’autrui en obtenant les bonnes instructions et en respectant votre mandat. Vous découvrirez également des techniques qui permettent de créer de la valeur grâce à la négociation. Enfin, ce module vous présentera les tactiques distributives les plus courantes… et la manière de les contrer !
Evaluation par les pairs : Préparation d'une négociation & création de valeur: Lesson Choices
Processus de négociation
Le dernier module vous aidera à planifier la séquence d’une négociation et à l’organiser efficacement en plusieurs étapes. Vous apprendrez à reconnaître les priorités et à prêter attention à ce qui est vraiment essentiel en négociation. Enfin, ce module vous apprendra à gérer les rapports de force autour de la table de négociation.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Ce cours développe les compétences en négociation qui sont essentielles pour réussir dans de nombreux domaines
Il est dispensé par un professeur réputé pour son expertise en négociation
Le cours adopte une approche pratique, avec des outils et des techniques concrets qui peuvent être appliqués immédiatement
Le cours couvre un large éventail de sujets de négociation, de la préparation à la conclusion d'accords
Il est accessible à tous les niveaux d'expérience, des débutants aux négociateurs expérimentés
Le cours est interactif et engageant, avec des exercices et des discussions qui aident les apprenants à mettre en pratique les concepts
Save this course
Save Les Fondamentaux de la Négociation to your list so you can find it easily later:
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Reviews summary
Negotiation fundamentals for everyone
An introductory course on negotiation, "Les Fondamentaux de la Négociation " teaches students foundational knowledge about negotiating. This course is well-received by the majority of its students, with many praising its clear structure and helpful content. A professor with strong teaching skills leads the course.
Quizzes following each module are seen as 'tricky' but helpful for retention.
"Les quizz sont motivants, par contre quelques fois on est surpris (cf question 9 du quizz du mooc).Le fond théorique et précis et utile."
Course content is organized into four clear modules, taking you through all stages of a negotiation.
"De manière interactive, ce cours vous aidera, entre autres choses : se préparer à toute négociation; éviter les pièges; savoir comment susciter des partenariats créateurs de valeur; structurer une séquence de négociation efficace; négocier d'une manière efficace et respectueuse; surmonter les blocages; et bien plus!"
Students appreciate the instructor's clear explanations and dynamic teaching style.
"La présentation est très bonne. Dynamique, agréable à suivre, le présentateur n'est pas verbeux (comme cela est assez souvent le cas pour les MOOC français). Très bien."
This course delivers what it promises, giving you a solid grounding in negotiating techniques and practices.
"Ce cours vous donne accès aux outils pratiques de négociation et aux bonnes pratiques rassemblés par le Professeur Aurélien Colson et son équipe dans près de 80 pays et dans un large éventail de secteurs, services, industries, hautes technologies ou organisations publiques."
While a peer review component exists, students complain that the feedback is inconsistent and unhelpful.
"Les questions sont parfois mal formulées et s'affichent mal."
"Il y a quelques Peers qui vous donnent une note bien inférieur au travail que tu as fait parce que c'est eux qui comprennet mal le cours..."
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 Les Fondamentaux de la Négociation with these
activities:
Review the basics of negotiation
Show steps
Review the basics of negotiation to refresh your knowledge and prepare for the course.
Browse courses on
Negotiation
Show steps
-
Read the textbook chapters on negotiation.
-
Watch online videos on negotiation.
-
Complete practice exercises on negotiation.
Review negotiation strategies
Show steps
Revise negotiation strategies and tactics to strengthen your foundational understanding of the course material.
Browse courses on
Negotiation Strategies
Show steps
-
Review lecture notes and textbooks on negotiation strategies
-
Summarize key concepts and principles of negotiation
-
Identify different types of negotiation strategies and their applications
Discuss negotiation strategies with classmates
Show steps
Discuss negotiation strategies with classmates to reinforce your understanding and learn from others.
Browse courses on
Negotiation Strategies
Show steps
-
Form a study group with classmates.
-
Meet regularly to discuss negotiation strategies.
-
Share resources and tips with each other.
Three other activities
Expand to see all activities and additional details
Show all six activities
Discuss negotiation case studies
Show steps
Participate in peer discussions to analyze real-world negotiation case studies and extract valuable insights.
Show steps
-
Read and analyze a provided negotiation case study
-
Identify key negotiation strategies and tactics used
-
Discuss the case with peers, sharing perspectives and insights
-
Draw conclusions and lessons learned from the case study
Create a negotiation plan
Show steps
Create a negotiation plan to apply your knowledge and prepare for real-world negotiations.
Show steps
-
Identify the negotiation objectives.
-
Research the other party.
-
Develop a negotiation strategy.
-
Draft a negotiation plan.
Develop a negotiation plan
Show steps
Create a comprehensive negotiation plan to apply the concepts learned in the course to a specific negotiation scenario.
Show steps
-
Define the negotiation objectives and desired outcomes
-
Research the other party and their interests
-
Develop a negotiation strategy and tactics
-
Prepare supporting materials and evidence
-
Write a detailed negotiation plan outlining the steps and strategies
Review the basics of negotiation
Show steps
Review the basics of negotiation to refresh your knowledge and prepare for the course.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Read the textbook chapters on negotiation.
- Watch online videos on negotiation.
- Complete practice exercises on negotiation.
Review negotiation strategies
Show steps
Revise negotiation strategies and tactics to strengthen your foundational understanding of the course material.
Browse courses on
Negotiation Strategies
Show steps
Show steps
Show steps
- Review lecture notes and textbooks on negotiation strategies
- Summarize key concepts and principles of negotiation
- Identify different types of negotiation strategies and their applications
Discuss negotiation strategies with classmates
Show steps
Discuss negotiation strategies with classmates to reinforce your understanding and learn from others.
Browse courses on
Negotiation Strategies
Show steps
Show steps
Show steps
- Form a study group with classmates.
- Meet regularly to discuss negotiation strategies.
- Share resources and tips with each other.
Three other activities
Expand to see all activities and additional details
Show all six activities
Discuss negotiation case studies
Show steps
Participate in peer discussions to analyze real-world negotiation case studies and extract valuable insights.
Show steps
Show steps
Show steps
- Read and analyze a provided negotiation case study
- Identify key negotiation strategies and tactics used
- Discuss the case with peers, sharing perspectives and insights
- Draw conclusions and lessons learned from the case study
Create a negotiation plan
Show steps
Create a negotiation plan to apply your knowledge and prepare for real-world negotiations.
Show steps
Show steps
Show steps
- Identify the negotiation objectives.
- Research the other party.
- Develop a negotiation strategy.
- Draft a negotiation plan.
Develop a negotiation plan
Show steps
Create a comprehensive negotiation plan to apply the concepts learned in the course to a specific negotiation scenario.
Show steps
Show steps
Show steps
- Define the negotiation objectives and desired outcomes
- Research the other party and their interests
- Develop a negotiation strategy and tactics
- Prepare supporting materials and evidence
- Write a detailed negotiation plan outlining the steps and strategies
Career center
Learners who complete Les Fondamentaux de la Négociation will develop knowledge and skills
that may be useful to these careers:
Negotiator
Negotiator
Negotiators are responsible for representing their organizations in negotiations with other parties. They use their skills in communication, persuasion, and strategy to achieve favorable outcomes for their organizations. This course can help you develop the skills you need to be a successful negotiator. You will learn how to prepare for negotiations, create and distribute value, and manage the negotiation process. This course is especially relevant for those who want to work in fields such as sales, marketing, or human resources.
Consultant
Consultant
Consultants help organizations to improve their performance by providing advice and guidance. They use their skills in analysis, problem-solving, and communication to develop solutions that meet the needs of the organization. This course can help you develop the skills you need to be a successful consultant. You will learn how to analyze business problems, develop solutions, and communicate your findings to stakeholders. This course is especially relevant for those who want to work in fields such as consulting, finance, or technology.
Business Analyst
Business Analyst
Business analysts help organizations to improve their performance by identifying and solving problems. They use their skills in analysis, problem-solving, and communication to develop solutions that meet the needs of the organization. This course can help you develop the skills you need to be a successful business analyst. You will learn how to analyze business problems, develop solutions, and communicate your findings to stakeholders. This course is especially relevant for those who want to work in fields such as consulting, finance, or technology.
Sales Manager
Sales Manager
Sales managers are responsible for leading and motivating sales teams to achieve sales goals. They use their skills in leadership, motivation, and communication to build relationships with customers and close deals. This course can help you develop the skills you need to be a successful sales manager. You will learn how to lead and motivate sales teams, develop sales strategies, and close deals. This course is especially relevant for those who want to work in fields such as sales, marketing, or business development.
Marketing Manager
Marketing Manager
Marketing managers are responsible for planning and executing marketing campaigns to promote products and services. They use their skills in marketing, communications, and strategy to develop campaigns that reach target audiences and achieve marketing goals. This course can help you develop the skills you need to be a successful marketing manager. You will learn how to develop marketing plans, execute marketing campaigns, and measure marketing results. This course is especially relevant for those who want to work in fields such as marketing, communications, or advertising.
Project Manager
Project Manager
Project managers are responsible for planning, executing, and closing projects. They use their skills in planning, organization, and communication to ensure that projects are completed on time, within budget, and to the required quality standards. This course can help you develop the skills you need to be a successful project manager. You will learn how to plan projects, manage resources, and communicate with stakeholders. This course is especially relevant for those who want to work in fields such as construction, engineering, or technology.
Operations Manager
Operations Manager
Operations managers are responsible for planning, organizing, and controlling the operations of an organization. They use their skills in operations management, supply chain management, and quality control to ensure that operations are efficient and effective. This course can help you develop the skills you need to be a successful operations manager. You will learn how to plan and organize operations, manage supply chains, and control quality. This course is especially relevant for those who want to work in fields such as operations management, supply chain management, or quality control.
Human Resources Manager
Human Resources Manager
Human resources managers are responsible for managing the human resources function within an organization. They use their skills in human resources management, labor relations, and employee relations to develop and implement HR policies and procedures. This course can help you develop the skills you need to be a successful human resources manager. You will learn how to develop HR policies and procedures, manage employee relations, and negotiate labor contracts. This course is especially relevant for those who want to work in fields such as human resources, labor relations, or employee relations.
Investment Banker
Investment Banker
Investment bankers are responsible for providing financial advice to corporations and governments. They use their skills in financial analysis, modeling, and valuation to help clients raise capital and make strategic decisions. This course can help you develop the skills you need to be a successful investment banker. You will learn how to analyze financial data, develop financial models, and value investment opportunities. This course is especially relevant for those who want to work in fields such as investment banking, corporate finance, or private equity.
Corporate Lawyer
Corporate Lawyer
Corporate lawyers are responsible for providing legal advice to corporations on a variety of matters, including mergers and acquisitions, financings, and regulatory compliance. They use their skills in legal analysis, negotiation, and drafting to help clients achieve their business objectives. This course can help you develop the skills you need to be a successful corporate lawyer. You will learn how to analyze legal issues, negotiate contracts, and draft legal documents. This course is especially relevant for those who want to work in fields such as corporate law, mergers and acquisitions, or securities law.
Financial Analyst
Financial Analyst
Financial analysts are responsible for analyzing financial data and making recommendations to investors. They use their skills in financial analysis, modeling, and valuation to evaluate investment opportunities. This course can help you develop the skills you need to be a successful financial analyst. You will learn how to analyze financial data, develop financial models, and value investment opportunities. This course is especially relevant for those who want to work in fields such as investment banking, asset management, or private equity.
Real Estate Agent
Real Estate Agent
Real estate agents are responsible for helping clients buy, sell, and rent real estate. They use their skills in negotiation, marketing, and sales to help clients achieve their real estate goals. This course can help you develop the skills you need to be a successful real estate agent. You will learn how to negotiate contracts, market properties, and close deals. This course is especially relevant for those who want to work in fields such as real estate sales, real estate brokerage, or property management.
Insurance Agent
Insurance Agent
Insurance agents are responsible for selling insurance policies to individuals and businesses. They use their skills in sales, marketing, and customer service to help clients find the right insurance coverage for their needs. This course can help you develop the skills you need to be a successful insurance agent. You will learn how to sell insurance policies, market insurance products, and provide customer service. This course is especially relevant for those who want to work in fields such as insurance sales, insurance brokerage, or insurance underwriting.
Public relations manager
Public relations manager
Public relations managers are responsible for managing the public relations function within an organization. They use their skills in public relations, communications, and media relations to build and maintain positive relationships with the public. This course can help you develop the skills you need to be a successful public relations manager. You will learn how to develop public relations campaigns, manage media relations, and build relationships with the public. This course is especially relevant for those who want to work in fields such as public relations, communications, or media relations.
Event Planner
Event Planner
Event planners are responsible for planning and executing events, such as conferences, meetings, and weddings. They use their skills in planning, organization, and logistics to ensure that events are successful. This course can help you develop the skills you need to be a successful event planner. You will learn how to plan events, manage budgets, and coordinate logistics. This course is especially relevant for those who want to work in fields such as event planning, hospitality, or tourism.
For more career information including salaries, visit:
OpenCourser.com/course/atk1ud/les
Reading list
We've selected eight 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
Les Fondamentaux de la Négociation .
Save
This comprehensive handbook provides a broad overview of the field of negotiation, covering topics such as negotiation theory, research, and practice. It is an excellent resource for those who want to delve deeper into the subject.
Save
Classic in the field of negotiation, providing a step-by-step guide to achieving successful outcomes. It presents a framework for negotiating that focuses on interests rather than positions, and emphasizes the importance of building relationships.
Save
Ce livre présente une approche de la négociation axée sur la création de valeur pour les deux parties. Il offre des outils et des techniques pour identifier les intérêts communs, résoudre les conflits et parvenir à des accords mutuellement bénéfiques.
Save
Provides a rigorous analytical framework for understanding and analyzing negotiation processes. It valuable resource for those who want to develop a deeper understanding of the theoretical underpinnings of negotiation.
Provides practical tips and techniques for negotiating in a variety of situations, including high-stakes negotiations. It emphasizes the importance of understanding your own interests and those of the other party, and provides a framework for building rapport and creating a win-win outcome.
Provides insights into the psychology of persuasion, explaining how people are influenced by factors such as reciprocity, social proof, and authority. It provides practical tips for using these principles to improve your negotiation skills.
Ce livre est un classique de la négociation qui a aidé des millions de personnes à améliorer leurs compétences. Il se concentre sur l'importance des relations humaines et de la communication dans la négociation.
This ancient Chinese text provides insights into the principles of warfare and strategy. While it is not specifically about negotiation, it offers valuable lessons on planning, deception, and the importance of understanding your enemy.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/atk1ud/les
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Effort
4 semaines, environ 1h/semaine (excepté Semaine 3, environ 3-4h)
Level
Introductory
Via
Coursera
Institution
ESSEC Business School
Instructor
Aurélien Colson
Language
Français
Good to know
Ce cours développe les compétences en négociation qui sont essentielles pour réussir dans de nombreux domaines
Il est dispensé par un professeur réputé pour son expertise en négociation
Le cours adopte une approche pratique, avec des outils et des techniques concrets qui peuvent être appliqués immédiatement
Le cours couvre un large éventail de sujets de négociation, de la préparation à la conclusion d'accords
Il est accessible à tous les niveaux d'expérience, des débutants aux négociateurs expérimentés
Le cours est interactif et engageant, avec des exercices et des discussions qui aident les apprenants à mettre en pratique les concepts
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