Los obstáculos y la conducción en las negociaciones from Coursera

What's inside

Syllabus

Introducción a los obstáculos en las negociaciones

En este curso se analizará para su aplicación la ubicación y señalamiento de los obstáculos que se presentan durante el proceso de negociación. Es interesante observar que en este análisis, no sólo se plantean los obstáculos sino se hacen observaciones sobre las condiciones que se presentan para identificar el obstáculo con las habilidades y estrategias que se ofrecen para su manejo efectivo, la presentación de los nueve obstáculos que propone nuestro modelo de negociación se hace en forma de aparición secuencial, lo que permite la previsión necesaria para evitarlos. Finalmente incorporaremos un elemento nuevo al proceso de negociación que es el factor del tiempo y del ritmo para que cada una de las fases cumpla con un requerimiento de exactitud en su cumplimiento.

Las posiciones de los negociadores

En este módulo analizaremos los tipos de negociadores, estos se denominan intranegociadores y negociadores. Los primeros, recogen necesidades e intereses en las áreas de la organización vinculadas a la negociación. Los segundos, reciben esta información y la traducen en prioridades y objetivos cuantificables para ser negociados por ellos. Así mismo hablaremos sobre las actitudes al negociar con su importancia y transcendencia. También analizaremos las metas, necesidades y problemas de las partes y la forma de desplejar un enfoque de berneficios mutuos. Como ustedes verán estos son elementos clave en las negociaciones y te generarán confianza y seguridad al negociar.

Las fases y el tiempo de la negociación

Aquí estudiaremos el tiempo y el ritmo de las negociaciones en cada una de las fases de las negociaciones para generar una guía práctica que dará efectividad en el proceso. Analizaremos las preguntas que descubren y promueven los intereses y deseos de la contraparte que crean un ambiente de negociación y que permiten realizar intercambios y propuestas. Analizaremos también como enfocar los intereses y no las posiciones y poder buscar opciones y beneficios cuyos CVB queden garantizados para el oponente por contar con normas y estándares de equidad y justicia. Con el estudio de estos elementos nos prepararemos para negociar con toda la consciencia de lo que sabemos y de la actitud que somos capaces de desarrollar para tener éxito.

Obstáculos para la cooperación

En este módulo analizaremos los nueve obstáculos más comunes que afectan no sólo la cooperación, sino los resultados mismos de las negociaciones. La forma de evitarlos se verá en cada caso, pero existen factores en los que nosotros mismos somos los causantes. En primer término se encuentra nuestra falta de conocimientos y de deseos de superación. En segundo lugar nos falta controlar nuestras emociones, y el control o la reacción sobre las conductas de los oponentes. La tercera razón de los obstáculos se encuentra en la falta de confianza en nosotros y en lo que sabemos. Pero encontrarás que sólo tú puedes decidir la actitud que deseas presentar ante situaciones y salir victorioso.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Estudia los obstáculos que se pueden presentar en una negociación y estrategias para abordarlos

Se enfoca en identificar y sortear obstáculos comunes en las negociaciones, enseñando técnicas y estrategias efectivas

Impartido por Fernando Guerra, un experto reconocido en negociación

Reviews summary

Business negotiations: obstacles and management

This course is a great source of knowledge for business professionals who want to improve their negotiation skills. It provides a structured approach to identifying and overcoming obstacles in negotiations, with a focus on time management and building mutually beneficial relationships.

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 Los obstáculos y la conducción en las negociaciones with these activities:

Negotiation Case Studies Review

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Reviewing case studies will provide context and insights into practical negotiation scenarios, enhancing understanding of course concepts.

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Identify and read case studies relevant to the negotiation topics covered in the course.
Analyze the negotiation strategies, tactics, and outcomes in each case study.
Reflect on the lessons learned and how they apply to your own negotiation experiences.

Negotiation Resources Compilation

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Compiling resources will provide easy access to relevant materials and help strengthen understanding of negotiation concepts.

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Identify and gather resources such as articles, videos, and case studies related to negotiation.
Organize and categorize the resources based on the course topics.
Create a central repository or document to store the compiled resources.

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Career center

Learners who complete Los obstáculos y la conducción en las negociaciones will develop knowledge and skills that may be useful to these careers:

Business Development Manager

Negotiation is a core competency for Business Development Managers responsible for acquiring new clients and growing existing accounts. This course can provide valuable insights into the art of negotiation. By gaining a deeper understanding of negotiation principles and best practices, you will be better equipped to build strong relationships, close deals, and contribute to the success of your organization.

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Procurement Manager

Procurement Managers play a vital role in negotiating contracts with suppliers to acquire goods and services for their organizations. This course can provide valuable insights into negotiation strategies and tactics. By mastering the art of negotiation, you will be better equipped to secure the best possible terms for your organization, manage supplier relationships, and contribute to cost savings and operational efficiency.

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Mediator

Mediators must navigate common negotiation obstacles that prevent the parties in dispute from reaching a resolution. The course, Los obstáculos y la conducción en las negociaciones, may be useful in supporting your career goals. It would teach you how to identify these obstacles and teach you strategies to resolve them. This knowledge could be highly advantageous in your work as a Mediator.

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Sales Manager

Sales Managers are responsible for negotiating deals to sell products and services. The course, Los obstáculos y la conducción en las negociaciones, could be helpful in giving you the skills to overcome common obstacles, and build strong negotiation skills. This will help you to build a strong foundation for entering or advancing in the Sales Management field.

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Supply Chain Manager

Negotiation is crucial for Supply Chain Managers responsible for managing supplier relationships, optimizing logistics, and ensuring efficient flow of goods and services. This course can provide valuable insights into the art of negotiation. By gaining a deeper understanding of negotiation principles and strategies, you will be better equipped to secure favorable terms with suppliers, manage risks, and drive supply chain performance.

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Project Manager

Project Managers often encounter various obstacles and challenges during project execution, making negotiation skills critical. This course can provide valuable insights into strategies for overcoming common obstacles. By gaining a deeper understanding of negotiation techniques, you will be better equipped to navigate project complexities, manage stakeholder expectations, and deliver successful project outcomes.

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Investment Banker

Investment banking involves significant negotiation with clients. Identifying and overcoming common obstacles is key to a successful career in Investment Banking. The course, Los obstáculos y la conducción en las negociaciones, may be helpful in your career as an Investment Banker. It can support you in building a foundation in identifying and overcoming these obstacles.

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Real Estate Agent

Real Estate transactions require negotiation skills and an understanding of common obstacles that can prevent the successful closing of a deal. The course, Los obstáculos y la conducción en las negociaciones, may be helpful to you in building a strong foundation for success as a Real Estate Agent. It will give you the tools you need to identify and overcome these obstacles in your practice as a Real Estate Agent.

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Operations Manager

Negotiation is a key skill for Operations Managers responsible for optimizing processes, managing resources, and ensuring smooth operations. This course can provide valuable insights into negotiation strategies and tactics. By understanding the principles of effective negotiation, you will be better equipped to resolve conflicts, build strong relationships with stakeholders, and drive operational excellence within the organization.

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Human Resources Manager

Negotiation is a critical skill for Human Resources Managers. This course provides foundational knowledge that is applicable to various HR functions, such as negotiating salaries, benefits, and contracts. With an in-depth understanding of negotiation strategies and tactics, you will be well-equipped.

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Venture Capitalist

Venture Capitalists negotiate deals related to funding and investing. The course, Los obstáculos y la conducción en las negociaciones, could be helpful in expanding your negotiation skills. It will provide you with valuable insights for overcoming common obstacles in the field.

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Marketing Manager

Negotiation is a crucial aspect of marketing and sales. This course would provide you with valuable insights into identifying and addressing common obstacles encountered during negotiations. By understanding the techniques presented in the course, you'll be better equipped to drive successful marketing campaigns and achieve your business objectives.

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Advertising Executive

Negotiation skills are essential for Advertising Executives as they play a key role in negotiating contracts with clients, vendors, and media outlets. The course would provide a solid grounding in negotiation strategies and tactics. By mastering these skills, you can enhance your ability to secure favorable terms and drive successful advertising campaigns.

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Consultant

Consultants must often negotiate on behalf of their clients. This can present a unique set of challenges and obstacles to cooperation. The course, Los obstáculos y la conducción en las negociaciones, could be useful in preparing you for the challenges of consulting. It will present you with practical strategies for overcoming obstacles that you may encounter in your work as a Consultant.

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Lawyer

A large part of law involves negotiation. Attorneys must advocate for the needs of their clients through negotiation. This negotiation is often adversarial in nature. Obstacles to cooperation are, therefore, quite common. The course, Los obstáculos y la conducción en las negociaciones, may be helpful in building a foundation for success in this role. It would teach you how to identify common obstacles and build strategies to overcome them. This could prove helpful in your career as a Lawyer.

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