Negotiation Strategies and Styles from Coursera

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.

What's inside

Syllabus

Topic 1. Dual Strategy

Welcome to Topic 1 of the course Negotiation Strategies and Styles: Dual Strategy: Negotiation Styles. In this section, you’ll learn about the dual matrix structure, which has two relevant variables for every negotiation: the results of the agreement and the relationships between the negotiating parties. This has the purpose of identifying different negotiation styles or profiles and their inherent behaviors.

Topic 2. The Implementation Strategy

Welcome to the topic of The Implementation Strategy. In this section, you’ll learn about the importance of preparation for negotiation and the need to go beyond the agreement and into implementation. At the end of this topic, you’ll be able to conceive of a plan and develop a negotiation agenda, while you learn the necessary principles for changing your mentality by seeing the agreement as a means not an end. Then, what follows is to adopt the discipline of implementation for the agreements you have reached.

Topic 3. The Internationalization Strategy

Welcome to the third topic of the course on Negotiation Strategies and Styles: The Internationalization Strategy. In this section, we’ll study the relevance of culture in international negotiations. We will return to the importance of preparation from the perspective of cultural diversity and the recognition of differences as an element of dialogue. We will try to overcome the ostracism of stereotypes to incorporate the advances in social anthropology as related to cultural prototypes.

Topic 4. The Strategy of Context

Congratulations for having arrived here! I can assure you that you won’t regret it; we’ve prepared a closing that is going to leave a pleasing taste of learning and you’re going to want to put this knowledge into your professional practice from now on. The key word in this section is “context,” which is why we’ve called this the Strategy of Context. Context is understood as “the situation within which something exists or happens, and that can help explain it.” (Cambridge Dictionary). From the perspective of negotiation, this refers to the negotiation types according to their content.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Develops negotiation skills, which strengthen the core business competencies of managers, executives, and leaders

Explores a model of negotiation that is standard in leadership and management

Taught by Daniel Meade Monteverde, who has experience in negotiation strategy

Examines negotiation strategy, which is highly relevant to business, academics, and leadership

Taught by seasoned instructors who have practical experience

Requires learners to come in with some background knowledge

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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:

Course Materials Organization

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Organize and review course materials, including notes, assignments, and readings, to ensure a strong foundation for learning.

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Getting to Yes: Negotiating Agreement Without Giving In

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Gain fundamental principles of negotiation, including interest-based bargaining, to enhance understanding of key concepts.

View Getting to Yes: Negotiating Agreement Without... on Amazon

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Negotiation Plan and Agenda

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Develop a comprehensive negotiation plan and agenda tailored to specific scenarios to enhance preparedness and achieve desired outcomes.

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Identify the negotiation context and objectives
Research the other party and their interests
Develop a negotiation strategy aligning with the Dual Matrix
Create a detailed agenda outlining negotiation points and timeframes
Review and refine the plan and agenda

Three other activities

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Negotiation Role-Playing

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Practice applying different negotiation strategies in realistic scenarios to enhance understanding and effectiveness.

Browse courses on Negotiation Techniques

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Review negotiation concepts and strategies
Identify a negotiation scenario
Prepare for the role-playing by defining goals and objectives
Engage in the role-playing, enacting different strategies
Reflect on the outcomes and identify areas for improvement

Harvard Business School Negotiation Simulations

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Engage in interactive simulations to develop negotiation skills in various scenarios and gain practical experience.

Browse courses on Negotiation Skills

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Access the Harvard Business School Negotiation Simulations platform
Choose a simulation relevant to the course content
Prepare for the simulation by researching the case and identifying negotiation strategies
Participate in the simulation, applying learned concepts
Reflect on the outcomes and identify areas for improvement

Attend Industry Networking Events

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Engage with professionals in the field to gain insights, network, and explore potential negotiation opportunities.

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Career center

Learners who complete Negotiation Strategies and Styles will develop knowledge and skills that may be useful to these careers:

Notary Public

Notary Publics negotiate details of important signings every day, as two or more parties come together to sign a contract. Negotiation Strategies and Styles can help Notaries Public identify the needs of each party, and translate them into legally binding agreements that protect the rights of all signatories.

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Investment Banker

Investment Bankers must be able to negotiate in a way that creates value for clients while maintaining a strong fiduciary responsibility. Negotiation Strategies and Styles provides the grounding for Investment Bankers to help clients make informed decisions during times of high financial stress or uncertainty. Savvy negotiation can also open doors for new investors, a key skillset that can be further refined through the lessons taught in this course.

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Venture Capitalist

Venture Capitalists must be able to negotiate effectively with entrepreneurs and investors. Negotiation Strategies and Styles can help Venture Captalists identify key negotiation tactics, understand the motivations of others, and structure financing agreements. By applying the strategy and styles learned in this course, Venture Capitalists may increase their ability to make strategic decisions that drive positive outcomes for stakeholders throughout the life of the partnership.

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Diplomat

Diplomats must be able to negotiate effectively with foreign governments and other stakeholders. Negotiation Strategies and Styles may help Diplomats to develop cultural sensitivity, and learn how to build relationships with key stakeholders in other countries.

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Corporate Lawyer

Corporate Lawyers play a key role in drafting and negotiating contracts on behalf of corporations. Negotiation Strategies and Styles may help Corporate Lawyers understand the needs of multiple stakeholders involved, and secure deals that satisfy multiple parties, while aligning with the interests of the corporation.

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Mediator

Mediators must be able to negotiate effectively between disputing parties. Negotiation Strategies and Styles can help Mediators to understand the interests of different parties, and negotiate settlements that are fair to all.

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Arbitrator

Arbitrators must be able to negotiate effectively to resolve disputes between parties. Negotiation Strategies and Styles may help Arbitrators to develop the skills necessary to facilitate dialogue, and understand the underlying interests of disputing parties.

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Contract Administrator

Contract Administrators are responsible for interpreting complex contracts, and helping to resolve disputes. Negotiation Strategies and Styles can help Contract Administrators fine-tune their abilities to analyze the intent of contracts, and help stakeholders reach agreements.

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Business Consultant

Business Consultants work closely with key stakeholders to understand their needs and challenges. Courses like Negotiation Strategies and Styles can help Business Consultants improve their ability to understand and guide clients in making key decisions, and following through on those decisions. Through in-depth curriculum on negotiation strategies, Consultants may also enhance their ability to manage key relationships, and build a successful client roster.

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Manager

Negotiation Strategies and Styles can help Managers influence negotiation decisions, and drive collaborative outcomes. Managers who are skilled in negotiation can build teams that perform at a higher level, and foster positive relationships with external clients.

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Policy Analyst

Policy Analysts must be able to negotiate effectively with policymakers and other stakeholders. Negotiation Strategies and Styles can help Policy Analysts to understand the interests of different stakeholders, and negotiate policies that benefit the public.

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Real Estate Agent

Real Estate Agents negotiate contracts on a daily basis. This course can help them advance their negotiation skills to close deals that are favorable to their clients. Negotiation Strategies and Styles may help them close deals faster, and maintain greater client satisfaction.

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Sales Manager

Sales Managers are consistently responsible for negotiating key deals. By taking Negotiation Strategies and Styles, Sales Managers can gain critical leadership traits, and develop a keen eye for understanding the motivations and goals of their stakeholders. This course may also help Sales Managers to anticipate objections, and find collaborative solutions.

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Chief Executive Officer

Chief Executive Officers must be able to negotiate effectively with a variety of stakeholders, including employees, customers, and investors. Negotiation Strategies and Styles can help CEOs to understand the interests of different stakeholders, and negotiate deals that benefit the company as a whole.

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Lawyer

Lawyers must be able to negotiate effectively with other parties to reach agreements that meet their clients needs. Negotiation Strategies and Styles can provide a framework for Lawyers to understand the best tactics to use in negotiations, and how to prepare for the best possible outcomes. Lawyers may find that this course helps them manage varying points of view, and find common ground during tense situations.

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