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Introducción al mundo de las negociaciones

Fernando Guerra

En este primer curso, los participantes conocerán el proceso de una negociación, la naturaleza de uno mismo (capacidades y potencialidades) y la de los oponentes, para establecer negociaciones efectivas, en donde se establece una dinámica de propuestas y transacciones racionales y emocionales, en el marco de la globalización, para generar un ambiente de negociación y cooperación creativa, para diseñar estrategias para lograr resultados de negociación, diseñar argumentos para negociar, saber escuchar y comunicarse y convenir en un intercambio de los recursos y bienes en juego, favorable a los intereses de ambas partes. .

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What's inside

Syllabus

Introducción a las estrategias de negociación
Este curso está diseñado para ayudarte a lograr mejores acuerdos en tus negociaciones personales y profesionales, ya que las partes que en ellas intervienen se benefician, tanto en la materia de su negocio, como en lo referente a la satisfacción de sus intereses y de sus logros personales. Te presentaremos una gran cantidad de ideas -algunas que se han usado durante siglos para negociar y ya forman parte de la cultura humana- y otras que hemos estudiado, para mostrarte por qué afirmamos que son eficaces.
Read more

Traffic lights

Read about what's good
what should give you pause
and possible dealbreakers
Establece una estructura para la negociación, proporcionando estrategias para lograr resultados
Requiere tomar acciones específicas que ayudan a llevar a cabo la negociación
Tiene una visión holística de la negociación, cubriendo aspectos éticos y psicológicos
Se adapta a diferentes niveles de experiencia, desde principiantes hasta negociadores experimentados
Introduce conceptos y estrategias avanzadas, como el poder de la influencia y el manejo de obstáculos

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Reviews summary

Introducción general a las negociaciones

Según la descripción del curso y el temario proporcionados, este curso introduce el mundo de las negociaciones, abordando el proceso completo, el autoconocimiento, el análisis del oponente y el diseño de estrategias efectivas. Se exploran el contexto global y el papel del negociador profesional, cubriendo aspectos éticos y la superación de obstáculos. Parece diseñado para ofrecer una base amplia y fundamental aplicable a situaciones personales y profesionales. Sin embargo, al no contar con las opiniones reales de los estudiantes, no es posible evaluar la calidad percibida de las lecciones, la aplicabilidad práctica de los conceptos enseñados o si el curso cumple con las expectativas de profundidad de los estudiantes.
Análisis basado solo en temario.
"No hay reseñas de alumnos disponibles para saber cómo es la experiencia real."
"Sin feedback de estudiantes, no puedo saber si el contenido es de calidad o está actualizado."
Ofrece una base general del tema.
"El temario cubre desde el proceso básico hasta los obstáculos, parece una buena introducción general."
"Me interesa que toque tanto la parte personal como profesional de la negociación."
"Analiza la negociación en un contexto global, que es relevante hoy en día."
Enseña a diseñar tácticas.
"Parece que enseñará a diseñar estrategias y argumentos, lo cual suena muy útil."
"Espero que las técnicas para escuchar y comunicarse sean prácticas y aplicables."
"Me gustaría aprender a superar obstáculos en negociaciones, como menciona el temario."
Podría ser básico para algunos.
"Como dice 'Introducción', supongo que no profundizará mucho en técnicas avanzadas."
"Si ya tengo experiencia negociando, tal vez este curso sea demasiado básico para mí."
"Me preocupa que solo sea una visión general sin ejercicios prácticos."

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 Introducción al mundo de las negociaciones with these activities:
Ver videos tutoriales sobre técnicas de negociación
Adquiere nuevas técnicas y estrategias de negociación viendo tutoriales en línea.
Show steps
  • Busca videos tutoriales sobre técnicas de negociación
  • Mira los videos y toma notas
  • Aplica las técnicas en tus negociaciones
Realizar ejercicios de resolución de conflictos
Mejora tus habilidades para resolver conflictos y encontrar soluciones mutuamente aceptables.
Show steps
  • Busca ejercicios de resolución de conflictos en línea
  • Completa los ejercicios
  • Analiza los resultados y busca áreas de mejora
Escribir un diario de negociación
Reflexiona sobre tus experiencias de negociación y documenta las lecciones aprendidas para mejorar tu comprensión y habilidades.
Show steps
  • Después de cada negociación, anota los detalles y el resultado
  • Analiza tus decisiones y estrategias
  • Identifica áreas de mejora
Three other activities
Expand to see all activities and additional details
Show all six activities
Elaborar un plan de negociación
Crea un plan paso a paso que describa tu estrategia de negociación para una situación específica.
Show steps
  • Identifica los objetivos de tu negociación
  • Analiza a la otra parte
  • Desarrolla una estrategia de negociación
  • Crea un plan de acción
Participar en simulaciones de negociación
Practica tus habilidades de negociación en un entorno seguro y recibe retroalimentación de tus compañeros.
Show steps
  • Forma equipo con un compañero
  • Prepara un escenario de negociación
  • Negocia con tu compañero
  • Solicita retroalimentación
Asistir a talleres de negociación
Amplía tus conocimientos y habilidades asistiendo a talleres impartidos por expertos en negociación.
Show steps
  • Busca talleres de negociación relevantes
  • Regístrate y asiste al taller
  • Participa activamente y toma notas

Career center

Learners who complete Introducción al mundo de las negociaciones will develop knowledge and skills that may be useful to these careers:
Negotiation Analyst
Negotiation Analysts play a critical role in business deals, facilitating negotiations between companies, clients, and other stakeholders. This course will provide you with the foundational knowledge and skills to excel in this role, including how to analyze negotiation strategies, identify and address obstacles, and develop effective arguments. With a comprehensive understanding of the negotiation process, you will be well-equipped to negotiate favorable outcomes and build strong business relationships.
See salaries and explore the career path for Negotiation Analyst
Business Development Manager
Business Development Managers are responsible for identifying and developing new business opportunities for their companies. This course will provide you with the negotiation skills necessary to successfully close deals, build mutually beneficial partnerships, and drive revenue growth. You will learn how to establish a negotiation framework, communicate effectively, and manage conflict to achieve win-win outcomes.
See salaries and explore the career path for Business Development Manager
Sales Manager
Sales Managers lead and motivate sales teams to achieve revenue targets. This course will provide you with the negotiation skills essential for managing customer relationships, closing deals, and resolving disputes. By understanding the dynamics of negotiation, you will be able to effectively negotiate contracts, pricing, and other terms to maximize sales performance.
See salaries and explore the career path for Sales Manager
Consultant
Consultants provide expert advice and guidance to businesses on a wide range of issues. This course will equip you with the negotiation skills necessary to effectively manage client relationships, develop solutions, and negotiate contracts. You will learn how to build consensus, manage expectations, and influence decision-making to drive positive outcomes for your clients.
See salaries and explore the career path for Consultant
Lawyer
Lawyers represent and advocate for clients in legal matters. This course will provide you with the negotiation skills essential for effectively representing your clients in negotiations, mediations, and other dispute resolution processes. You will learn how to prepare for negotiations, develop persuasive arguments, and negotiate favorable settlements.
See salaries and explore the career path for Lawyer
Project Manager
Project Managers plan, execute, and deliver projects successfully. This course will provide you with the negotiation skills necessary to effectively manage stakeholder expectations, resolve conflicts, and negotiate project deliverables. You will learn how to establish clear agreements, communicate effectively, and build consensus to ensure project success.
See salaries and explore the career path for Project Manager
Human Resources Manager
Human Resources Managers oversee all aspects of employee relations within an organization. This course will provide you with the negotiation skills essential for effectively managing employee contracts, resolving grievances, and negotiating labor agreements. You will learn how to build relationships, communicate effectively, and negotiate win-win solutions to maintain a positive and productive work environment.
See salaries and explore the career path for Human Resources Manager
Marketing Manager
Marketing Managers develop and execute marketing strategies to promote products or services. This course may be useful for those aspiring to be Marketing Managers, as it will provide you with the negotiation skills necessary to effectively negotiate advertising contracts, manage vendor relationships, and secure sponsorships. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Marketing Manager
Financial Analyst
Financial Analysts provide financial advice and guidance to individuals and organizations. This course may be useful for those aspiring to be Financial Analysts, as it will provide you with the negotiation skills necessary to effectively negotiate investment terms, manage client relationships, and analyze financial data. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Financial Analyst
Operations Manager
Operations Managers oversee the day-to-day operations of an organization. This course may be useful for those aspiring to be Operations Managers, as it will provide you with the negotiation skills necessary to effectively manage vendor contracts, negotiate with suppliers, and resolve operational issues. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Operations Manager
Event Planner
Event Planners organize and manage events, such as conferences, weddings, and corporate functions. This course may be useful for those aspiring to be Event Planners, as it will provide you with the negotiation skills necessary to effectively negotiate contracts with vendors, manage client expectations, and resolve any issues that may arise. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Event Planner
Accountant
Accountants prepare and maintain financial records for businesses and individuals. This course may be useful for those aspiring to be Accountants, as it will provide you with the negotiation skills necessary to effectively negotiate contracts with clients, resolve disputes, and manage financial data. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Accountant
Journalist
Journalists gather, analyze, and report on news and current events. This course may be useful for those aspiring to be Journalists, as it will provide you with the negotiation skills necessary to effectively negotiate access to information, manage sources, and resolve any ethical issues that may arise. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Journalist
Teacher
Teachers plan and deliver instruction to students in a variety of settings. This course may be useful for those aspiring to be Teachers, as it will provide you with the negotiation skills necessary to effectively negotiate contracts with school districts, manage student expectations, and resolve any issues that may arise. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Teacher
Social Worker
Social Workers provide support and assistance to individuals and families facing challenges. This course may be useful for those aspiring to be Social Workers, as it will provide you with the negotiation skills necessary to effectively negotiate with clients, manage resources, and resolve conflicts. You will learn how to assess negotiation opportunities, develop negotiation strategies, and achieve favorable outcomes.
See salaries and explore the career path for Social Worker

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 Introducción al mundo de las negociaciones.
Cover image
Getting to Yes
Save
This classic negotiation book introduces the concept of principled negotiation. It provides a step-by-step framework for reaching mutually beneficial agreements while preserving relationships.
(English) Getting to Yes: Negotiating Agreement Without...
Paperback
$$
(English) Getting to Yes: Negotiating Agreement Without...
Paperback
$$
(English) Getting to Yes: Negotiating Agreement Without...
Paperback
$$
(Deutsch) Das Harvard-Konzept: Die unschlagbare Methode für...
Kindle Edition
$$
(English) Getting to Yes Negotiating an agreement without...
Paperback
$$
Sí, de acuerdo [Getting to Yes]: Cómo negociar sin...
Audible Audiobook
$$
Cover image
Si ... de acuerdo!
Save
Este libro clásico sobre negociación proporciona un marco integral para comprender el proceso de negociación y desarrollar estrategias efectivas. Enseña técnicas de negociación basadas en principios y aborda temas como la gestión de emociones, el poder y la comunicación.
Si ... de acuerdo!
Paperback
Check
Si ... de acuerdo!
Kindle Edition
Check
Cover image
I Moved Your Cheese
Save
Provides a comprehensive approach to negotiation, covering topics such as preparation, strategy, tactics, and communication. It offers practical advice and real-world examples to help readers improve their negotiation skills.
I Moved Your Cheese
Hardcover
$
(English) I Moved Your Cheese: For Those Who Refuse to Live...
Hardcover
$$
I Moved Your Cheese (Marathi)
Kindle Edition
$
I Moved Your Cheese (Tamil Edition)
Audible Audiobook
$
(हिंदी) Aapka Cheese Meine Hataya [I Moved Your Cheese]
Audible Audiobook
$
Bargaining for Advantage
Save
Emphasizes the importance of understanding your own interests and those of the other party. It provides a practical framework for identifying and creating value during negotiations.
(English) Bargaining for Advantage: Negotiation Strategies...
Paperback
$$
(English) Bargaining for Advantage: Negotiation Strategies...
Audio CD
$$
(English) Bargaining for Advantage: Negotiation Strategies...
Kindle Edition
$
Cover image
El secreto de la negociación
Save
Este libro práctico ofrece una guía paso a paso para negociar con éxito. Cubre temas como la preparación, la comunicación, la resolución de conflictos y el cierre de acuerdos. Proporciona numerosos ejemplos y ejercicios para ayudar a los lectores a aplicar los principios de negociación en situaciones reales.
El secreto de la negociación
Paperback
Check
El secreto de la negociación
Kindle Edition
Check
Cover image
Noise
Save
Delves into the cognitive biases and heuristics that shape human decision-making. It offers valuable insights into the psychological aspects of negotiation and how to counteract common pitfalls.
(English) Noise: A Flaw in Human Judgment
Paperback
$$
Ruido: Un fallo en el juicio humano / Noise: A Flaw...
Hardcover
$$
(Français) Noise: Pourquoi nous faisons des erreurs de...
Kindle Edition
$$
(English) By Daniel Kahneman Best Seller 2 Boks collection...
Paperback
$$
(Deutsch) Noise (German edition): Was unsere Entscheidungen...
Audible Audiobook
$$
Cover image
Shaping the Game
Save
This practical guide to negotiation covers all aspects of the process, from preparation to execution. It provides valuable insights and techniques for negotiators of all levels.
Shaping the Game
Paperback
Check
Shaping the Game
Kindle Edition
Check
Cover image
Start with Why: How Great Leaders Inspire Everyone...
Save
Emphasizes the importance of having a clear purpose and communicating it effectively. It provides insights into how to build trust and credibility in negotiations.
Start with Why: How Great Leaders Inspire Everyone...
Paperback
Check
Start with Why: How Great Leaders Inspire Everyone...
Kindle Edition
Check
Cover image
Influencia (Influence, the Psychology of Persuasion...
Save
Explores the psychological principles that influence human behavior. It provides insights into how to use these principles to persuade others and improve negotiation outcomes.
Influencia (Influence, The Psychology of Persuasion...
Paperback
$$
Cover image
Persuasion
Save
Explores the six principles of persuasion and how to use them to build strong arguments and influence others. It provides practical techniques for negotiating effectively and getting what you want.
(English) Persuasion: The Practice Of Influence: What...
Kindle Edition
$
Cover image
Yes! 10th Anniversary Edition
Save
Provides a collection of evidence-based techniques for persuasion. It offers practical tips and tricks for improving negotiation skills and achieving desired outcomes.
(English) Yes! (Tenth Anniversary Edition): 60 Secrets from...
Audible Audiobook
$$
Cover image
Crucial Conversations: Tools for Talking When...
Save
Provides practical tools for having difficult conversations and resolving conflicts. It offers strategies for managing emotions, building understanding, and reaching agreements.
(English) Crucial Conversations: Tools for Talking When...
Paperback
$$
(English) Crucial Conversations (Third Edition): Tools for...
Audible Audiobook
$$
(English) Crucial Conversations: Tools for Talking When...
Kindle Edition
$

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Course image
Effort
5 weeks of study, 2-3 hours/week
Via
Coursera
Institution
Universidad Nacional Autónoma de México
Instructor
Fernando Guerra
Language
Español
This course belongs to a collection called Estrategias de Negociación. It's comprised of five courses:
  1. Los obstáculos y la conducción en las negociaciones
  2. Habilidades humanas y de negocios para negociar
  3. Proyecto final sobre negociación para un mejor clima laboral
  4. Las estrategias y habilidades para las negociaciones
  5. Introducción al mundo de las negociaciones (viewing)
Traffic lights
Read about what's good
what should give you pause
and possible dealbreakers
Establece una estructura para la negociación, proporcionando estrategias para lograr resultados
Requiere tomar acciones específicas que ayudan a llevar a cabo la negociación
Tiene una visión holística de la negociación, cubriendo aspectos éticos y psicológicos
Se adapta a diferentes niveles de experiencia, desde principiantes hasta negociadores experimentados
Introduce conceptos y estrategias avanzadas, como el poder de la influencia y el manejo de obstáculos
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