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Roberto Luchi

Negociar es algo que hacemos todos los días y en todos los ámbitos. La mayoría de las personas enfocan la tarea de negociación más a su intuición que a un proceso sistemático y de aprendizaje continuo.

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Negociar es algo que hacemos todos los días y en todos los ámbitos. La mayoría de las personas enfocan la tarea de negociación más a su intuición que a un proceso sistemático y de aprendizaje continuo.

Este primer módulo del Curso “Arte y Ciencia de la Negociación” te permitirá identificar las variables claves que todo buen negociador debe incorporar a su repertorio.

Es innovador y único dado que te presentará las tres modalidades más difundidas de negociación y que incluye la modalidad de negociación posicional diseñada en el Centro Consensus del IAE.

Trabajaremos adicionalmente los elementos claves para el auto coaching de todo negociador efectivo: el guión de preparación previo y el examen de evaluación post negociación.

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What's inside

Syllabus

Introducción a la negociación
¡Bienvenidos! Damos comienzo a la primera semana de este curso donde empezaremos a recorrer el mundo de la negociación¡ Comencemos!
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Psicología de la Negociación y Estilos Personales
¡Bienvenidos a la segunda semana de Negociación 4.0! En este módulo les presentaré los Estilos personales de Negociación, los modelos utilizados de negociación y el herramental clave para el éxito. Seguimos aprendiendo más sobre cómo ser un negociador 4.0
Negociación en equipo, en multipartes y el juego de roles
Bienvenidos al módulo 3 del curso Negociación 4.0. En esta semana les contaré sobre el desafío de negociar en equipo y presentaré una herramienta clave para salir victoriosos de una negociación.
Negociando en un mundo complejo
¡Felicitaciones por llegar hasta aquí! Estás en la última semana del curso. En este módulo les presentaré el Decálogo del Negociador, un modelo para el éxito. También encontrarán la actividad final del curso donde tendrán que poner en juego todo lo aprendido hasta aquí.

Good to know

Know what's good
, what to watch for
, and possible dealbreakers
Este curso se centra en los fundamentos de la negociación, adecuado para principiantes que buscan construir una base sólida
Aborda la psicología de la negociación y los estilos personales, lo que proporciona información valiosa para comprender el comportamiento y las tácticas de negociación
Roberto Luchi, el instructor, es reconocido por su experiencia en negociación y aporta conocimientos prácticos al curso
El curso explora diversas modalidades de negociación, incluida la negociación posicional desarrollada específicamente en el Centro Consensus del IAE
Ofrece herramientas y técnicas para el auto-coaching, empoderando a los negociadores para mejorar su eficacia
El examen de evaluación posterior a la negociación permite a los estudiantes evaluar su desempeño y mejorar en negociaciones futuras

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Reviews summary

Negociación 4.0: arte y ciencia

Este curso altamente calificado proporciona herramientas claras y prácticas para mejorar las habilidades de negociación, cubriendo principios básicos, estilos de negociación, preparación previa, análisis posterior a la negociación y ejercicios de casos de la vida real. Los alumnos destacan su facilidad de comprensión, contenido práctico y su impacto en su enfoque hacia las negociaciones en diversos ámbitos.
EXCELENTE CURSO , PRACTICO Y APLICABLE
"EXCELENTE CURSO , PRACTICO Y APLICABLE"
muy bueno te da herramientas para ser un buen negociador
"muy bueno te da herramientas para ser un buen negociador"
Excelente contenido y experiencia.
"Excelente contenido y experiencia."
Excelente, es el primero de muchos que llevaré en el IAE
"Excelente, es el primero de muchos que llevaré en el IAE"
Aprendí bastante en este curso y todo estuvo muy bien explicado.
"Aprendí bastante en este curso y todo estuvo muy bien explicado. "
Excelente curso me ha abierto el panorama de las negociaciones .
"Excelente curso me ha abierto el panorama de las negociaciones ."
Conceptos clarosDecalogo del negocial brutal
"Conceptos clarosDecalogo del negocial brutal"
Muy buen material e instructor práctico
"Muy buen material e instructor práctico"
Muy buen curso, completo y dinámico! Super reecomiendo!
"Muy buen curso, completo y dinámico! Super reecomiendo!"

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 4.0 with these activities:
Role-playing de negociación
Participa en simulaciones de negociación para practicar y mejorar tus habilidades de negociación y resolución de conflictos.
Show steps
  • Selecciona un escenario de negociación.
  • Adopta el papel de un negociador.
  • Negocia con el otro participante.
  • Analiza el proceso y los resultados.
Negociación en equipo
Realiza una negociación en equipo para aplicar los conceptos aprendidos sobre la negociación en equipo y las habilidades de trabajo en equipo.
Show steps
  • Forma un equipo de 3 a 5 personas.
  • Selecciona un tema de negociación.
  • Investiga y prepara tu posición.
  • Negocia con el otro equipo.
  • Reflexiona sobre el proceso y los resultados.
Show all two activities

Career center

Learners who complete Negociación 4.0 will develop knowledge and skills that may be useful to these careers:
Lawyer
Lawyers negotiate with opposing counsel to reach settlements and resolve disputes. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to achieve favorable outcomes for clients.
Management Consultant
Management Consultants negotiate with clients to provide advice and recommendations on how to improve their businesses. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to build strong relationships with clients.
Marketing Manager
Marketing Managers negotiate with vendors and partners to develop and execute marketing campaigns. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to build strong relationships with partners.
Project Manager
Project Managers negotiate with stakeholders to manage projects and deliver results. The course, Negociación 4.0, may be helpful in providing a framework for understanding the different types of negotiation and how to use them to build strong relationships with stakeholders.
Sales Manager
Sales Managers negotiate with customers to sell products or services. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to close deals.
Financial Analyst
Financial Analysts negotiate with clients to provide financial advice and recommendations. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to build strong relationships with clients.
Real Estate Agent
Real Estate Agents negotiate with buyers and sellers to facilitate the sale or purchase of property. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to close deals.
Investment Banker
Investment Bankers negotiate with clients to raise capital and provide financial advice. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to close deals.
Business Development Manager
Business Development Managers negotiate with clients to grow revenue and build relationships. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to close deals.
Recruiter
Recruiters negotiate with candidates and clients to fill job openings. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to attract and hire top talent.
Account Manager
Account Managers negotiate with clients to maintain relationships and grow revenue. The course, Negociación 4.0, may be helpful in providing a framework for understanding the different types of negotiation and how to use them to build strong relationships with clients.
Operations Manager
Operations Managers negotiate with suppliers and vendors to ensure that the company has the resources it needs to operate smoothly. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to build strong relationships with suppliers and vendors.
Human Resources Manager
Human Resources Managers negotiate with employees and unions to resolve disputes and create a positive work environment. The course, Negociación 4.0, may be helpful in providing a foundation for understanding the principles of negotiation and how to use them to resolve conflicts.
Chief Executive Officer
Chief Executive Officers work with stakeholders from many divisions to negotiate deals that can bring in revenue, reduce costs, or mitigate risk. The course, Negociación 4.0, can be extremely helpful in providing a context for understanding the importance of negotiation in the workplace. The syllabus covers the basics of negotiation, including how to prepare for a negotiation, how to build rapport with the other party, and how to reach an agreement that is beneficial to both parties.
Chief Operating Officer
Chief Operating Officers negotiate with vendors, suppliers, and other stakeholders to ensure that the company has the resources it needs to operate smoothly. The course, Negociación 4.0, may be helpful in providing a framework for understanding the different types of negotiation and how to use them effectively.

Reading list

We've selected 13 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 Negociación 4.0.
Practical guide to negotiation. It covers a wide range of topics, including preparing for negotiations, building rapport, and closing deals. The book is written by two former FBI hostage negotiators, and it is full of real-world examples and case studies.
Guide to having difficult conversations. It provides a framework for understanding the different types of difficult conversations, and it offers strategies for managing them effectively. The book is written in a clear and concise style, and it is full of practical advice and examples.
Practical guide to negotiation. It covers a wide range of topics, including preparing for negotiations, building rapport, and closing deals. The book is written in a clear and concise style, and it is full of practical advice and examples.
Provides a framework for understanding the five essential skills of negotiation: preparation, communication, relationship building, persuasion, and creativity. The book is written in a clear and concise style, and it is full of practical advice and examples.
Comprehensive guide to negotiation. It covers a wide range of topics, including preparing for negotiations, building rapport, and closing deals. The book is written in a clear and concise style, and it is full of practical advice and examples.
Practical guide to negotiation. It covers a wide range of topics, including preparing for negotiations, building rapport, and closing deals. The book is written in a clear and concise style, and it is full of practical advice and examples.
Provides a framework for understanding the different types of negotiation, and it offers strategies for managing them effectively. The book is written in a clear and concise style, and it is full of practical advice and examples.
Classic in the field of persuasion. It provides a framework for understanding the different principles of persuasion, and it offers strategies for using them effectively. The book is written in a clear and concise style, and it is full of practical advice and examples.
Guide to leadership. It provides a framework for understanding the different principles of leadership, and it offers strategies for using them effectively. The book is written in a clear and concise style, and it is full of practical advice and examples.
Guide to positive thinking. It provides a framework for understanding the different principles of positive thinking, and it offers strategies for using them effectively. The book is written in a clear and concise style, and it is full of practical advice and examples.
Fable about a young shepherd who travels to the pyramids of Egypt in search of a treasure buried there. Along the way, he meets a variety of people who teach him about the importance of following his dreams.

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