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.
Este curso faz parte do Programa de cursos integrados Negotiation, Mediation and Conflict Resolution
oferecido por
Programa de cursos integrados Negotiation, Mediation and Conflict ResolutionESSEC Business SchoolInformações sobre o curso
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Resultados de carreira do aprendiz
19%
consegui um benefício significativo de carreira com este curso
17%
recebi um aumento ou promoção
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Nível iniciante
Aprox. 8 horas para completar
Inglês
Legendas: Árabe, Francês, Portuguese (European), Chinês (simplificado), Italiano, Vietnamita, Coreano, Alemão, Russo, Turco, Inglês, Espanhol
Resultados de carreira do aprendiz
19%
consegui um benefício significativo de carreira com este curso
17%
recebi um aumento ou promoção
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Nível iniciante
Aprox. 8 horas para completar
Inglês
Legendas: Árabe, Francês, Portuguese (European), Chinês (simplificado), Italiano, Vietnamita, Coreano, Alemão, Russo, Turco, Inglês, Espanhol
oferecido por
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.
Programa - O que você aprenderá com este curso
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.
1 hora para concluir
6 vídeos (Total 35 mín.)
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"30min
2 horas 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.
2 horas para concluir
6 vídeos (Total 34 mín.)
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 final30min
Graded Quiz final30min
2 horas 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!
2 horas para concluir
6 vídeos (Total 38 mín.)
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 final30min
Graded Quiz - Final30min
2 horas para concluir
Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices
2 horas para concluir
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.
1 hora para concluir
6 vídeos (Total 27 mín.)
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 - Final30min
Graded Quiz - MOOC final30min
Avaliações
Principais avaliações do NEGOTIATION FUNDAMENTALS
por SF20 de Mai de 2020
Aurelien is literally an excellent instructor. Also, the video design, clarity, organization of material, is perfect. Besides, quizzes and assignments composition are entirely matched with the course
por RD11 de Abr de 2020
I have been doing sales and Negotiating for years, never felt confident. now after stated learning in details on negotiating, and hopefully will continue learning the remaining course . Thank you
por TN17 de Out de 2020
The course is well prepared and it enriched my knowledge in negotiation. Now, I know that negotiation is everywhere, even though I can't negotiate everything. Thank you for the course
por JB21 de Abr de 2020
This was a very informative course. The multiple choice quizzes were a bit confusing - I felt like we were not always provided all the information we needed to do well on the quizzes.
Sobre 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.
Perguntas Frequentes – FAQ
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