Informações sobre o curso: 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.
Para quem é direcionado este curso: 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.
Desenvolvido por: ESSEC Business School
Ministrado por: Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science
| Informações básicas | Curso 1 de 4 no Negotiation, Mediation and Conflict Resolution Specialization |
| Nível | Beginner |
| Compromisso | 4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. |
| Idioma | English |
| Como ser aprovado | Seja aprovado em todas as tarefas para concluir o curso. |
| Classificação do usuário |
Programa
SEMANA 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 vídeos, 1 questionário de prática
- Vídeo: Three dimensions of any negotiation
- Vídeo: Three strategic tensions
- Discussion Prompt: Identify the 3 tensions in real-life negotiations
- Vídeo: Communication and Active Listening
- Vídeo: Communication and Active Speaking
- Vídeo: Beware of instinctive pitfalls
- Practice Quiz: Practice Quiz "Negotiation strategy"
SEMANA 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 vídeos, 1 questionário de prática
- Vídeo: People dimension : 3 elements to be prepared
- Vídeo: Problem dimension : Motivation
- Vídeo: Problem dimension : Solution at the table and justification
- Vídeo: Problem dimension : Solution away from the table
- Vídeo: Process dimension : 3 elements to be prepared
- Practice Quiz: Practice Quiz final
Nota atribuída: Graded Quiz final
SEMANA 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 vídeos, 1 questionário de prática
- Vídeo: Why negotiation fail ?
- Vídeo: Negotiation on behalf of others : respecting your mandate
- Vídeo: Creating value
- Vídeo: The usual bargaining tactics (Part 1)
- Vídeo: The usual bargaining tactics (Part 2)
- Practice Quiz: Practice Quiz final
Nota atribuída: 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 !
Nota atribuída: Fabiessi and Cam's Design - Confidential Instruction for Camille DROUEL
SEMANA 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 vídeos, 1 questionário de prática
- Vídeo: Doing first things first for effective negotiation - Part 1
- Vídeo: Doing first things first for effective negotiation - Part 2
- Vídeo: Doing first things first for effective negotiation - Part 3
- Vídeo: Doing first things first for effective negotiation - Part 4
- Vídeo: Reaching the end : And how about the power balance ?
- Practice Quiz: Practice Quiz - Final
Nota atribuída: Graded Quiz - MOOC final
Perguntas frequentes
Como funciona
Coursework
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
Help from Your Peers
Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.
Certificates
Earn official recognition for your work, and share your success with friends, colleagues, and employers.
Desenvolvedores
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.
Custo
| Comprar curso | |
|---|---|
| Acesso aos materiais do curso | Disponível |
| Acesso a materiais valendo nota | Disponível |
| Receba uma nota final | Disponível |
| Obtenha um Certificado de Curso compartilhável | Disponível |
Classificações e avaliações
Fantastic course and very competent instructor. As a procurement analyst, I learned a LOT for my current position. Thank you for presenting the information in a concise, "real-world" way that made it so much easier to apply in real life!
Muy interesante para entender los conceptos básicos detrás de una negociación
Good basics.. esp around communication
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Ce serait bien que les devoirs soient notés à la fin ou au moins commentés par les enseignants du MOOC