Estrategias y estilos de negociación from edX

El dilema del negociador es un fenómeno derivado de la tensión que surge cuando se tiene que discernir sobre la estrategia óptima de negociación ante una situación específica. El término fue popularizado por los precursores de la teoría estratégica en la negociación, los profesores David Lax y James Sebenius de Harvard Business School para ilustrar el predicamento entre cooperar o competir en una negociación.

En este curso en línea analizamos primero la estructura de la Matriz Dual que caracteriza los estilos de negociación en función de las dos variables relevantes en la negociación que son el énfasis en los resultados y el énfasis en las relaciones. Estudiamos la naturaleza de cada estilo y su relevancia en el diseño estratégico de una negociación.

Introducimos un enfoque a la planeación estratégica de la negociación, desde la preparación hasta la implementación con el propósito de identificar la estrategia adecuada que nos permita negociar con efectividad en diferentes contextos con el fin de incorporar el pensamiento estratégico en la negociación.

What's inside

Learning objectives

Identificar los estilos de negociación en función de los resultados y relaciones en una negociación
Analizar las opciones estratégicas más efectivas en diferentes contextos de negociación

Resolver problemas complejos que satisfagan los intereses y objetivos de las partes involucradas

Identificar los estilos de negociación en función de los resultados y relaciones en una negociación
Analizar las opciones estratégicas más efectivas en diferentes contextos de negociación
Resolver problemas complejos que satisfagan los intereses y objetivos de las partes involucradas

Syllabus

Tema 1. La estrategia dual 1.1 Estilos de negociación 1.2 Tácticas de negociación

Tema 2. La estrategia de implementación 2.1 Preparación para la negociación 2.2 Implementación de los acuerdos

Tema 3. La estrategia de internacionalización 3.1 Diversidad cultural y negociación 3.2 Negociaciones internacionales

Tema 4. La estrategia del contexto 4.1 Negociaciones complejas 4.2 Las mejores prácticas en negociación

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Desarrolla un enfoque para la planificación estratégica de la negociación desde la preparación hasta la implementación

Enseña los estilos de negociación y el énfasis en los resultados y las relaciones en la negociación

Proporciona herramientas para analizar opciones estratégicas efectivas en diversos contextos de negociación

Prepara a los estudiantes para resolver problemas complejos que satisfagan los intereses y objetivos de las partes involucradas

Cubre temas de diversidad cultural y negociación, así como negociaciones internacionales

Impartido por Daniel Meade Monteverde y Luz María Vargas Reguer, expertos en negociación

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 Estrategias y estilos de negociación with these activities:

Practicar habilidades de comunicación para la negociación

Show steps

Mejorar las habilidades de comunicación para fortalecer la persuasión y la gestión de conflictos en las negociaciones.

Show steps

Identificar áreas de mejora en las habilidades de comunicación
Practicar la escucha activa, la empatía y la articulación clara
Desarrollar estrategias para manejar las emociones y las objeciones

Show all one activities

Career center

Learners who complete Estrategias y estilos de negociación will develop knowledge and skills that may be useful to these careers:

Negotiator

Negotiators represent their clients in negotiations with other parties. The strategies and styles of negotiation course will help you develop the skills needed to negotiate contracts, agreements, and other deals. It will also teach you how to prepare for negotiations, build rapport, and achieve your goals.

See salaries and explore the career path for Negotiator

Diplomat

Diplomats work on behalf of their governments to represent their interests and build relations with other countries. This course can help you build your negotiation and communication skills, which are essential for a diplomat's success. It will teach you how to analyze different negotiation strategies, resolve complex problems, and understand the importance of cultural diversity in negotiation.

See salaries and explore the career path for Diplomat

Human Resources Manager

Human Resources Managers oversee all aspects of human resources for a company, including recruiting, hiring, training, and employee relations. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with employees, unions, and other stakeholders. It will also teach you how to resolve conflict and create a positive work environment.

See salaries and explore the career path for Human Resources Manager

Union Organizer

Union organizers help workers form unions and negotiate collective bargaining agreements with employers. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with employers, build support for unions, and achieve your goals. It will also teach you how to organize workers and build a strong union.

See salaries and explore the career path for Union Organizer

International Business Consultant

International Business Consultants help companies expand their operations into new markets. The course in negotiation strategies and styles will provide you with the skills you need to negotiate with foreign businesses, understand cultural differences, and develop effective strategies for international expansion.

See salaries and explore the career path for International Business Consultant

Lawyer

Lawyers represent clients in court and provide legal advice. The strategies and styles of negotiation course can help you develop the skills needed to negotiate settlements, plea bargains, and other legal agreements. It will also teach you how to resolve conflict and advocate for your clients' interests.

See salaries and explore the career path for Lawyer

Mediator

Mediators help resolve disputes between parties. The strategies and styles of negotiation course will help you develop the skills needed to facilitate negotiations, build consensus, and resolve conflict. It will also teach you how to understand the interests of different parties and develop creative solutions.

See salaries and explore the career path for Mediator

Policy Analyst

Policy Analysts research and analyze public policy issues. The course in negotiation strategies and styles will help you develop the skills needed to negotiate with policymakers and stakeholders, understand the political process, and develop effective policy recommendations.

See salaries and explore the career path for Policy Analyst

Project Manager

Project managers plan, organize, and execute projects. The strategies and styles of negotiation course will help you develop the skills needed to negotiate with stakeholders, manage conflict, and keep projects on track. It will also teach you how to build teams and motivate others.

See salaries and explore the career path for Project Manager

Public relations manager

Public Relations Managers represent their organizations to the public. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with the media, build relationships with stakeholders, and manage public relations crises. It will also teach you how to communicate effectively and build a positive reputation for your organization.

See salaries and explore the career path for Public relations manager

Sales Manager

Sales Managers oversee all aspects of sales for a company, including developing sales strategies, managing sales teams, and closing deals. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with customers, build relationships, and close deals. It will also teach you how to motivate your sales team and achieve your sales goals.

See salaries and explore the career path for Sales Manager

Supplier Diversity Manager

Supplier diversity managers develop and implement supplier diversity programs for their organizations. The course in negotiation strategies and styles will provide you with the skills you need to negotiate with suppliers, build relationships with diverse businesses, and develop effective supplier diversity programs.

See salaries and explore the career path for Supplier Diversity Manager

Venture Capitalist

Venture Capitalists invest in early-stage companies with high growth potential. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with entrepreneurs, evaluate investment opportunities, and make sound investment decisions.

See salaries and explore the career path for Venture Capitalist

Procurement Manager

Procurement Managers are responsible for the procurement of goods and services for their organizations. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with suppliers, manage contracts, and ensure the efficient procurement of goods and services.

See salaries and explore the career path for Procurement Manager

Business Development Manager

Business Development Managers are responsible for developing new business opportunities for their organizations. The strategies and styles of negotiation course can help you develop the skills needed to negotiate with clients, build relationships, and close deals. It will also teach you how to identify new business opportunities and develop effective business development strategies.

See salaries and explore the career path for Business Development Manager

Estrategias y estilos de negociación

Two deals to help you save

What's inside

Learning objectives

Syllabus

Good to know

Save this course

Activities

Career center

Reading list

Share

Similar courses