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El arte de negociar

Empleados de todo nivel y con cargos de todo tipo pueden aplicar a diario el arte de negociar. Los alumnos adquieren una visión actual de las estrategias y tácticas de negociación, aprenden lo que significa negociar y se familiarizan con diversos tipos de negociaciones, como regateos a ultranza, gana-ganas, negociaciones en nombre de una organización y negociaciones a título individual. En el curso se analizan los rasgos personales y la conducta de un negociador eficaz y se habla de cómo el empoderamiento, una posición de fuerza y la autoridad que uno tenga afectan la marcha y el resultado de una negociación. También se aborda la importancia de hacer una buena planificación y preparación antes de una reunión de negociación.

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What's inside

Syllabus

Qué es negociar

Factores y consideraciones importantes

Tú y la otra parte como negociadores

Preparación, planificación y aplicación

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Se enfoca en las estrategias y tácticas de negociación, proporcionando una base para quienes buscan mejorar sus habilidades de negociación

Fortalece los conocimientos previos de los negociadores intermedios que buscan mejorar sus estrategias

Desarrolla habilidades esenciales de negociación, como preparación, planificación y empoderamiento, que son valiosas en diversos contextos

Aborda los conceptos básicos de negociación, haciéndolo accesible incluso para principiantes

Proporciona ejemplos de negociaciones del mundo real, lo que fomenta una comprensión práctica

Requiere una comprensión previa de los principios de negociación, lo que puede ser un obstáculo para los principiantes absolutos

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Reviews summary

Negotiation: a practical view

This course has been reviewed by students as containing practical information that is applicable to nearly all job positions. The course is currently considered to be a bit tedious by students, though.

Course is applicable to several roles.

"Empleados de todo nivel y con cargos de todo tipo pueden aplicar a diario el arte de negociar."

Course format is described as tedious.

"Podría ser más ameno, con más ejemplos, y más dinámico. "

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 El arte de negociar with these activities:

Negotiation Discussion Groups

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Engage in regular discussions with peers to share experiences, insights, and best practices in negotiation.

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Join or form a discussion group focused on negotiation.
Actively participate in group discussions, sharing your perspectives and experiences.
Listen attentively to others' insights and ask clarifying questions.
Collaborate with peers to develop innovative negotiation strategies and solutions.

Revise Negotiation Concepts

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Review the core concepts of negotiation covered in the course to refresh your understanding and build a strong foundation.

Browse courses on Negotiation Strategies

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Review your notes and past coursework on negotiation.
Participate in online discussion forums or join a study group to discuss negotiation concepts with peers.

Negotiation Simulations

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Engage in realistic negotiation simulations to apply your knowledge and hone your skills in a simulated environment.

Browse courses on Case Studies

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Identify and gather relevant case studies or simulation exercises that align with course topics.
Thoroughly analyze the case materials and develop negotiation strategies.
Conduct the negotiation simulation with a partner or group, assuming different roles and interests.
Evaluate the outcome of the negotiation and reflect on your performance.

Two other activities

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Develop a Negotiation Plan

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Create a comprehensive negotiation plan that outlines your objectives, strategies, and tactics for a specific negotiation scenario.

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Identify a specific negotiation scenario that you are preparing for.
Conduct thorough research on the parties involved, their interests, and the potential outcomes.
Develop clear and specific negotiation objectives that you aim to achieve.
Formulate a range of negotiation strategies and tactics that you will employ.
Create a detailed plan outlining your approach, agenda, and potential concessions.

Peer Mentoring or Teaching

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Share your knowledge and skills by mentoring or teaching others about negotiation concepts and practices.

Browse courses on Mentoring

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Identify opportunities to mentor or teach negotiation skills to peers or colleagues.
Prepare materials and resources to support your mentoring or teaching sessions.
Actively engage with learners, providing guidance, feedback, and encouragement.
Reflect on your mentoring or teaching experience and identify areas for improvement.

Career center

Learners who complete El arte de negociar will develop knowledge and skills that may be useful to these careers:

Business Consultant

A Business Consultant helps organizations improve their performance through strategic planning, operational efficiency, and technology implementation. This course's focus on negotiation strategies and tactics would be highly valuable for a Business Consultant, as they often need to negotiate with clients, vendors, and other stakeholders. By understanding the principles of effective negotiation, a Business Consultant can maximize their success in these interactions and drive positive outcomes for their clients.

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Sales Manager

A Sales Manager is responsible for leading and motivating a team of sales professionals to achieve revenue targets. This course's emphasis on negotiation skills would be highly beneficial for a Sales Manager, as they need to effectively negotiate with customers, prospects, and other stakeholders to close deals and generate revenue. The course's insights into different types of negotiations, such as win-win and positional bargaining, would equip a Sales Manager with the necessary tools to succeed in this competitive field.

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Account Manager

An Account Manager is responsible for managing relationships with key customers and ensuring their satisfaction. This course's focus on negotiation strategies and tactics would be highly valuable for an Account Manager, as they often need to negotiate with customers on pricing, contracts, and service level agreements. By developing strong negotiation skills, an Account Manager can effectively represent their company's interests while maintaining positive customer relationships.

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Human Resources Manager

A Human Resources Manager is responsible for managing all aspects of human resources within an organization, including hiring, firing, training, and compensation. This course's emphasis on negotiation skills would be highly beneficial for a Human Resources Manager, as they often need to negotiate with employees, unions, and other stakeholders on a variety of issues. The course's insights into personal traits and behaviors of effective negotiators would provide a Human Resources Manager with valuable tools for managing workplace conflicts and fostering a positive work environment.

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Marketing Manager

A Marketing Manager is responsible for developing and executing marketing campaigns to promote products or services. This course's focus on negotiation strategies and tactics would be highly valuable for a Marketing Manager, as they often need to negotiate with vendors, agencies, and other stakeholders to secure the best possible outcomes for their campaigns. By understanding the principles of effective negotiation, a Marketing Manager can maximize their success in these interactions and drive positive results for their organization.

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Product Manager

A Product Manager is responsible for managing the development and launch of new products or features. This course's emphasis on negotiation skills would be highly valuable for a Product Manager, as they often need to negotiate with engineers, designers, and other stakeholders to ensure that products meet the needs of customers and the organization. The course's insights into different types of negotiations, such as win-win and positional bargaining, would equip a Product Manager with the necessary tools to effectively manage these interactions and drive successful product launches.

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Project Manager

A Project Manager is responsible for planning, organizing, and executing projects to achieve specific goals. This course's focus on negotiation strategies and tactics would be highly valuable for a Project Manager, as they often need to negotiate with stakeholders, contractors, and other parties to ensure that projects are completed on time, within budget, and to the required quality standards. By developing strong negotiation skills, a Project Manager can effectively manage project risks and ensure the successful completion of projects.

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Program Manager

A Program Manager is responsible for managing a portfolio of projects or initiatives to achieve strategic objectives. This course's emphasis on negotiation skills would be highly valuable for a Program Manager, as they often need to negotiate with stakeholders, partners, and other parties to ensure that programs are aligned with organizational goals and resources. By understanding the principles of effective negotiation, a Program Manager can maximize their success in these interactions and drive positive outcomes for their organization.

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Operations Manager

An Operations Manager is responsible for managing the day-to-day operations of an organization. This course's focus on negotiation strategies and tactics would be highly valuable for an Operations Manager, as they often need to negotiate with suppliers, vendors, and other stakeholders to ensure that goods and services are procured at the best possible price and quality. By developing strong negotiation skills, an Operations Manager can effectively manage operational costs and ensure the smooth functioning of the organization.

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Financial Analyst

A Financial Analyst is responsible for analyzing financial data and providing insights to investors and other stakeholders. This course's focus on negotiation strategies and tactics would be highly valuable for a Financial Analyst, as they often need to negotiate with companies, banks, and other financial institutions to gather information and conduct due diligence. By understanding the principles of effective negotiation, a Financial Analyst can maximize their success in these interactions and provide valuable insights to their clients.

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Investment Banker

An Investment Banker is responsible for advising companies on financial transactions, such as mergers, acquisitions, and initial public offerings. This course's focus on negotiation strategies and tactics would be highly valuable for an Investment Banker, as they often need to negotiate with clients, regulators, and other stakeholders to ensure that transactions are structured and executed in a way that meets the needs of all parties involved. By developing strong negotiation skills, an Investment Banker can effectively manage transaction risks and ensure the successful completion of deals.

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Lawyer

A Lawyer is responsible for representing clients in legal matters and providing legal advice. This course's focus on negotiation strategies and tactics would be highly valuable for a Lawyer, as they often need to negotiate with opposing counsel, clients, and other parties to resolve disputes and achieve favorable outcomes for their clients. By understanding the principles of effective negotiation, a Lawyer can maximize their success in these interactions and provide the best possible representation to their clients.

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Real Estate Agent

A Real Estate Agent is responsible for helping clients buy, sell, or rent properties. This course's focus on negotiation strategies and tactics would be highly valuable for a Real Estate Agent, as they often need to negotiate with buyers, sellers, and other agents to ensure that transactions are structured and executed in a way that meets the needs of all parties involved. By developing strong negotiation skills, a Real Estate Agent can effectively manage transaction risks and ensure the successful completion of deals.

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Insurance Agent

An Insurance Agent is responsible for selling and servicing insurance policies to individuals and businesses. This course's focus on negotiation strategies and tactics would be highly valuable for an Insurance Agent, as they often need to negotiate with clients, insurance companies, and other stakeholders to ensure that policies are tailored to the needs of the client and provide the best possible coverage. By developing strong negotiation skills, an Insurance Agent can effectively manage policy terms and conditions and ensure that clients receive the best possible value for their money.

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Customer Service Representative

A Customer Service Representative is responsible for providing support to customers and resolving their issues. This course's focus on negotiation strategies and tactics may be useful for a Customer Service Representative, as they often need to negotiate with customers to resolve complaints and find mutually agreeable solutions. By understanding the principles of effective negotiation, a Customer Service Representative can maximize their success in these interactions and provide the best possible service to customers.

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Reading list

We've selected 12 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 El arte de negociar.

¡Sí, de acuerdo!

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Este libro es la biblia de la negociación y una lectura obligada para cualquier persona interesada en mejorar sus habilidades de negociación. Proporciona una base sólida en los principios de la negociación y ofrece estrategias y técnicas prácticas que se pueden aplicar en cualquier situación de negociación.

El arte de negociar

What's inside

Syllabus

Good to know

Save this course

Reviews summary

Negotiation: a practical view

Activities

Career center

Reading list

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