Negociación exitosa: Estrategias y habilidades esenciales (en español) from edX

Todos negociamos diariamente. A nivel personal, negociamos con amigos, familia, propietarios, vendedores de autos y empleadores, entre otros. La negociación también es la clave del éxito comercial. Ninguna empresa puede sobrevivir sin contratos rentables. Dentro de una empresa, las habilidades de negociación lo pueden llevar a avanzar en su carrera.En este curso, aprenderá y practicará los cuatro pasos necesarios para lograr una negociación exitosa, con un módulo para cada paso: (1) Preparación: Planifique su estrategia de negociación (2) Negociación: Use las tácticas claves para el éxito (3) Cierre: Cree un contrato (4) Cumplimiento y evaluación: El juego final

Para completar exitosamente este curso y mejorar su capacidad de negociar, deberá completar los tres pasos siguientes: (1) Mire los videos breves (que van de 5 a 20 minutos) de cada módulo. Los videos son interactivos e incluyen preguntas para evaluar su entendimiento de las estrategias y habilidades de negociación. Los videos se pueden acelerar o ralentizar para adaptarse al ritmo que prefiera escucharlos. Según sus horarios, puede ver los videos en unas semanas o verlos todos juntos. Un estudiante que vio el curso de una sola vez concluyó que "es tan bueno como Breaking Bad". (2) Complete la negociación del Módulo 6 para evaluar sus capacidad de negociación. Puede negociar con un amigo local o usar los Debates para encontrar un socio de otra parte del mundo. Su socio de negociación le brindará una devolución sobre sus capacidad de negociación. En el camino, puede resultarle útil utilizar esta aplicación móvil gratuita que está relacionada con el curso y contiene varias herramientas de planificación de la negociación. http://negotiationplanner.com/ (3) Tome el examen final. Para completar el curso exitosamente, debe responder correctamente el 80 % de las preguntas. Este examen es un examen de dominio, lo que significa que puede tomarlo las veces que quiera hasta que domine el material.

Además, este curso incluye la opción de obtener un certificado a través de la verificación de su identidad y la finalización exitosa del curso. Un certificade le proporciona un reconocimiento formal de sus logros en el curso e incluye el logo de la Universidad de Michigan.

What's inside

Learning objective

En este curso, aprenderá y practicará los cuatro pasos necesarios para lograr una negociación exitosa, con un módulo para cada paso: (1) preparación: planifique su estrategia de negociación(2) negociación: use las tácticas claves para el éxito (3) cierre: cree un contrato (4) cumplimiento y evaluación: el juego final

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Apto para profesionales que buscan desarrollar sus habilidades de negociación para el éxito empresarial

Especialmente beneficioso para aquellos que buscan avanzar en sus carreras mediante el dominio de las habilidades de negociación

Proporciona un enfoque estructurado y práctico para aprender los principios y tácticas clave de la negociación

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 Negociación exitosa: Estrategias y habilidades esenciales (en español) with these activities:

Complete Negotiation Simulation #1

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Refreshes foundational strategies and techniques.

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Brief client on M&A strategy and key issues.
Negotiate terms and deal structure of acquisition.
Prepare for final negotiation with other team.

Revise 'Getting to Yes'

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Review key negotiation concepts and techniques from 'Getting to Yes' to enhance your understanding of the 4-step negotiation process taught in this course.

View Obtenga el sí on Amazon

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Read the book's introduction and Chapter 1 to grasp the foundational principles of principled negotiation.
Summarize the four steps of the negotiation process: Prepare, Negotiate, Close, Follow Up and Evaluate.
Identify and note key tactics for successful negotiation, such as focusing on interests, separating people from the problem, and using objective criteria.

Explore 'Influence: The Psychology of Persuasion'

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Gain insights into the psychological principles of persuasion and influence to complement your negotiation strategies.

View Influencia (Influence, The Psychology of... on Amazon

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Read Chapter 2 to understand the six principles of influence: reciprocity, commitment, social proof, liking, authority, and scarcity.
Identify examples of these principles in real-world negotiation scenarios.
Consider how you can incorporate these principles into your own negotiation tactics.

Nine other activities

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Practice Negotiations with a Peer

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Engage in role-playing exercises with a peer to practice and refine your negotiation skills in a supportive environment.

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Find a peer who is also taking the course or has negotiation experience.
Select a negotiation scenario and assign roles to each other.
Take turns negotiating and provide constructive feedback to each other.

Complete LinkedIn Learning Course: Advanced Negotiation Strategies

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Provides a comprehensive review of advanced negotiation strategies.

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Watch all videos.
Complete all quizzes and exercises.
Take final exam.

Negotiation Role Play

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Apply the negotiation strategies learned in the course through role-playing exercises.

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Identify a negotiation scenario and prepare your position.
Practice the negotiation with a partner.
Reflect on the negotiation and identify areas for improvement.

Examine Harvard Business School Negotiation Simulations

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Engage in interactive negotiation simulations from Harvard Business School to apply the principles and strategies learned in the course.

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Select a simulation that aligns with a specific negotiation scenario or industry.
Review the simulation instructions and prepare your negotiation strategy.
Participate in the simulation, actively employing the negotiation tactics discussed in the course.
Analyze the simulation's outcomes and reflect on your negotiation performance.

Develop a Negotiation Plan and Presentation

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Create a comprehensive negotiation plan and deliver a presentation outlining your negotiation strategy and tactics to enhance your communication and persuasion skills.

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Identify a specific negotiation scenario and define your objectives and interests.
Research and gather relevant information about the other party and the negotiation context.
Develop a negotiation plan that outlines your strategy, tactics, and BATNA.
Prepare a presentation that effectively communicates your plan and persuades the other party.

Negotiation Case Studies and Exercises

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Analyze and resolve negotiation case studies and exercises to enhance your critical thinking and decision-making abilities in negotiation situations.

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Review a negotiation case study or exercise.
Identify the key issues, interests, and constraints in the negotiation.
Develop a potential solution that addresses the concerns of both parties.

Attend a Negotiation Masterclass or Workshop

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Enroll in an in-person or online negotiation workshop to deepen your understanding and practice advanced negotiation techniques.

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Research and identify a reputable negotiation workshop or masterclass.
Register and attend the workshop, actively participating in discussions and activities.
Take notes and document key learnings and best practices from the workshop.

Contribute to Negotiation Projects on GitHub

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Engage with the open source community by contributing to negotiation-related projects on GitHub, expanding your knowledge and fostering collaboration.

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Identify negotiation projects on GitHub that align with your interests.
Review the project documentation and contribute by reporting bugs, suggesting features, or writing code.
Collaborate with other contributors to enhance the project's functionality.

Negotiation Simulation

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Create a simulated negotiation scenario and present it to the class for feedback and discussion.

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Develop a negotiation scenario with clear objectives and constraints.
Prepare a presentation to introduce the scenario and guide the negotiation.
Facilitate the negotiation simulation and provide feedback to participants.

Career center

Learners who complete Negociación exitosa: Estrategias y habilidades esenciales (en español) will develop knowledge and skills that may be useful to these careers:

Negotiator

As a Negotiator, your job will be to facilitate agreements between two or more parties. This course, Negotiation Essentials: Strategies and Skills, will help you master the four crucial steps to effective negotiation, from planning your strategy to drafting an agreement and evaluating the results. Whether you're negotiating a business contract or a personal agreement, the skills and tactics you'll learn here will help you achieve successful outcomes.

See salaries and explore the career path for Negotiator

Salesperson

As a Salesperson, your success will depend on your ability to effectively pitch your products or services and negotiate with potential customers. Negotiation Essentials: Strategies and Skills will provide you with the knowledge and tools you need to excel in this role. You'll learn how to prepare for negotiations, use key tactics to achieve your goals, and close deals that benefit both parties.

See salaries and explore the career path for Salesperson

Business Analyst

Business Analysts are often involved in negotiating with stakeholders to gather requirements, analyze data, and develop solutions. Negotiation Essentials: Strategies and Skills will equip you with the techniques and strategies you need to communicate effectively, build consensus, and negotiate agreements that meet the needs of all parties.

See salaries and explore the career path for Business Analyst

Project Manager

Project Managers often need to negotiate with team members, stakeholders, and clients to plan, execute, and close projects successfully. Negotiation Essentials: Strategies and Skills will provide you with the skills you need to manage negotiations effectively, resolve conflicts, and keep projects on track.

See salaries and explore the career path for Project Manager

Mediator

Mediators facilitate negotiations between disputing parties, helping them to reach agreements that are acceptable to all. Negotiation Essentials: Strategies and Skills will provide you with the knowledge and skills you need to become an effective Mediator. You'll learn how to build trust, manage conflict, and guide parties towards mutually beneficial solutions.

See salaries and explore the career path for Mediator

Human Resources Manager

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Human Resources Managers. The course will provide you with valuable negotiation and conflict resolution skills that are essential for managing employee relations, resolving disputes, and negotiating contracts.

See salaries and explore the career path for Human Resources Manager

Lawyer

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Lawyers. The course will provide you with a strong foundation in negotiation principles and tactics, which are essential for success in the legal profession.

See salaries and explore the career path for Lawyer

Consultant

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Consultants. The course will provide you with valuable negotiation skills that are essential for working with clients, managing projects, and closing deals.

See salaries and explore the career path for Consultant

Entrepreneur

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Entrepreneurs. The course will provide you with essential negotiation skills that are crucial for starting and running a successful business.

See salaries and explore the career path for Entrepreneur

Real Estate Agent

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Real Estate Agents. The course will provide you with valuable negotiation skills that are essential for buying, selling, and renting properties.

See salaries and explore the career path for Real Estate Agent

Purchasing Manager

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Purchasing Managers. The course will provide you with essential negotiation skills that are crucial for managing suppliers, negotiating contracts, and optimizing costs.

See salaries and explore the career path for Purchasing Manager

Account Manager

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Account Managers. The course will provide you with valuable negotiation skills that are essential for managing client relationships, negotiating contracts, and closing deals.

See salaries and explore the career path for Account Manager

Business Development Manager

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Business Development Managers. The course will provide you with essential negotiation skills that are crucial for identifying and developing new business opportunities.

See salaries and explore the career path for Business Development Manager

Marketing Manager

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Marketing Managers. The course will provide you with valuable negotiation skills that are essential for negotiating advertising contracts, managing vendors, and developing marketing campaigns.

See salaries and explore the career path for Marketing Manager

Financial Analyst

Negotiation Essentials: Strategies and Skills may be helpful for those aspiring to become Financial Analysts. The course will provide you with valuable negotiation skills that are essential for negotiating financial deals, managing investments, and advising clients.

See salaries and explore the career path for Financial Analyst