Informações sobre o curso
4.7
214 classificações
65 avaliações

100% online

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Nível iniciante

Aprox. 13 horas para completar

Sugerido: 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

Inglês

Legendas: Inglês

100% online

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Nível iniciante

Aprox. 13 horas para completar

Sugerido: 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

Inglês

Legendas: Inglês

Programa - O que você aprenderá com este curso

Semana
1
1 hora para concluir

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 vídeos (total de (Total 35 mín.) min), 1 teste
6 videos
Three dimensions of any negotiation4min
Three strategic tensions5min
Communication and Active Listening5min
Communication and Active Speaking5min
Beware of instinctive pitfalls8min
1 exercício prático
Practice Quiz "Negotiation strategy"20min
Semana
2
1 hora para concluir

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 vídeos (total de (Total 34 mín.) min), 2 testes
6 videos
People dimension : 3 elements to be prepared5min
Problem dimension : Motivation5min
Problem dimension : Solution at the table and justification5min
Problem dimension : Solution away from the table5min
Process dimension : 3 elements to be prepared6min
2 exercícios práticos
Practice Quiz final12min
Graded Quiz final22min
Semana
3
1 hora para concluir

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 vídeos (total de (Total 38 mín.) min), 2 testes
6 videos
Why negotiation fail ?7min
Negotiation on behalf of others : respecting your mandate7min
Creating value6min
The usual bargaining tactics (Part 1)6min
The usual bargaining tactics (Part 2)5min
2 exercícios práticos
Practice Quiz final10min
Graded Quiz - Final30min
4 horas para concluir

Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices

...
2 testes
Semana
4
1 hora para concluir

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 vídeos (total de (Total 27 mín.) min), 2 testes
6 videos
Doing first things first for effective negotiation - Part 15min
Doing first things first for effective negotiation - Part 23min
Doing first things first for effective negotiation - Part 33min
Doing first things first for effective negotiation - Part 44min
Reaching the end : And how about the power balance ?4min
2 exercícios práticos
Practice Quiz - Final20min
Graded Quiz - MOOC final22min
4.7
65 avaliaçõesChevron Right

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consegui um benefício significativo de carreira com este curso

29%

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Melhores avaliações

por VRAug 20th 2018

It gave an insight into how negotiation is everywhere!!! Getting to know the 10 preparation points of negotiation was really a eye opener. Thoroughly enjoy this course..

por CMDec 26th 2017

Very well-made course! It gives a very useful overview about negotiation on a quality level. The way of presenting is the best I have jet seen in a Courser course.

Instrutores

Avatar

Aurélien Colson

Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

Sobre 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. ...

Sobre o Programa de cursos integrados Negotiation, Mediation and Conflict Resolution

This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation. You will learn the negotiation fundamental skills and tools thanks to the first Course. With the second course you we will enable you to develop better cross-cultural anticipation and flexibility when you face a negotiation - both key skills in an international environment. With the third course you will be able to choose and lead a mediation process. You’ll gain a deeper understanding of workplace and international conflict resolution. At the end of this specialization a capstone project will be the opportunity to apply your new knowledge and skills with practical cases....
Negotiation, Mediation and Conflict Resolution

Perguntas Frequentes – FAQ

  • Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.

  • Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.

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