Negotiation Fundamentals

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Beschreibung

When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

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  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations. In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating pr…

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Noch nicht den perfekten Kurs gefunden? Verwandte Themen: Argumentieren, Präsentationen & Vorträge, Persönliche Präsentation & Wirkung, Rhetorik und Sprechtraining.

When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations. In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

Who is this class for: This course is designed for anyone wishing to have better results in negotiation, deal-making, and conflict resolution, be it in formal or informal situations. Students, managers, lawyers, public officials, etc., have found its content useful.

Created by:  ESSEC Business School
  • Taught by:  Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels

    Political Science
Basic Info Course 1 of 4 in the Negotiation, Mediation and Conflict Resolution Specialization Level Beginner Commitment 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. Language English How To Pass Pass all graded assignments to complete the course. User Ratings 4.6 stars Average User Rating 4.6See what learners said 课程作业

每门课程都像是一本互动的教科书,具有预先录制的视频、测验和项目。

来自同学的帮助

与其他成千上万的学生相联系,对想法进行辩论,讨论课程材料,并寻求帮助来掌握概念。

证书

获得正式认证的作业,并与朋友、同事和雇主分享您的成功。

ESSEC Business School For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.

Syllabus


WEEK 1


Negotiation strategy



In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.


6 videos, 1 practice quiz expand


  1. Video: Why enrol in this MOOC on Negotiation ?
  2. Video: Three dimensions of any negotiation
  3. Video: Three strategic tensions
  4. 讨论提示: Identify the 3 tensions in real-life negotiations
  5. Video: Communication and Active Listening
  6. Video: Communication and Active Speaking
  7. Video: Beware of instinctive pitfalls
  8. 练习测验: Practice Quiz "Negotiation strategy"


WEEK 2


Negotiation preparation



In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.


6 videos, 1 practice quiz expand


  1. Video: Preparation before Action
  2. Video: People dimension : 3 elements to be prepared
  3. Video: Problem dimension : Motivation
  4. Video: Problem dimension : Solution at the table and justification
  5. Video: Problem dimension : Solution away from the table
  6. Video: Process dimension : 3 elements to be prepared
  7. 练习测验: Practice Quiz final

Graded: Graded Quiz final

WEEK 3


Value creation & Value claiming



This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!


6 videos, 1 practice quiz expand


  1. Video: What makes a good deal ?
  2. Video: Why negotiation fail ?
  3. Video: Negotiation on behalf of others : respecting your mandate
  4. Video: Creating value
  5. Video: The usual bargaining tactics (Part 1)
  6. Video: The usual bargaining tactics (Part 2)
  7. 练习测验: Practice Quiz final

Graded: Graded Quiz - Final

Peer assessment : Negotiation Preparation & Value Creation



In this assessment, we'll introduce you to a negotiation exercise involving two negotiators. You will have to mobilize the knowledge and skills acquired during the last three weeks of this course. To pass the lesson, you need to complete 1 of 2 choices and then, review your peers. Enjoy !




    Graded: Fabiessi and Cam's Design - Confidential Instruction for Camille DROUEL

    WEEK 4


    Negotiation process



    This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.


    6 videos, 1 practice quiz expand


    1. Video: How to build the right negotiation sequence ?
    2. Video: Doing first things first for effective negotiation - Part 1
    3. Video: Doing first things first for effective negotiation - Part 2
    4. Video: Doing first things first for effective negotiation - Part 3
    5. Video: Doing first things first for effective negotiation - Part 4
    6. Video: Reaching the end : And how about the power balance ?
    7. 练习测验: Practice Quiz - Final

    Graded: Graded Quiz - MOOC final

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