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Do curso por University of Michigan

Negociações de sucesso: estratégias e habilidades essenciais (em Português)

814 classificações

University of Michigan

Negociações de sucesso: estratégias e habilidades essenciais (em Português)

814 classificações

Todos nós negociamos diariamente. No nível pessoal, negociamos com amigos, família, proprietários do imóvel em que moramos, vendedores de carro, funcionários, entre outros. A negociação também é a chave para o sucesso nos negócios. Nenhuma empresa consegue sobreviver sem contratos lucrativos. Dentro de uma empresa, as habilidades de negociação podem levar a avanços na carreira. Este curso fornece uma introdução prática e holística às estratégias e habilidades que podem levar a negociações de sucesso na vida pessoal e nas transações de negócios. O curso cobre os quatro principais estágios da negociação: (1) planejamento, (2) negociação, (3) criação do contrato e (4) execução do contrato. Cada estágio analisa as principais questões que você deverá estar preparado para responder em negociações futuras, como: • Quais são os principais elementos em uma análise de negociação, incluindo o preço de reserva fixado, a meta de expansão, alternativas para o negócio em questão e a zona de acordo potencial? • Que diretrizes devem ser seguidas ao confrontar questões de ética? • Qual é a sua fonte de poder nas negociações e como é possível aumentar o seu poder? • Quais ferramentas psicológicas podem ser usadas durante as negociações e quais armadilhas psicológicas devem ser evitadas? • Quais são as quatro principais questões de lei contratual que devem estar no checklist de negociação? • Quais conceitos e ferramentas podem ser usados ao resolver controvérsias? Durante o curso, você assistirá a uma série de pequenos vídeos (que vão de 5 a 20 minutos) sobre cada estágio da negociação. Os vídeos são interativos e incluem questões para testar o seu entendimento sobre estratégias e habilidades de negociação. O curso também inclui vídeos que dramatizam a arbitragem de uma controvérsia na área de construção e a mediação de uma controvérsia de software de robótica. Dependendo do seu planejamento, pode assistir aos vídeos ao longo de algumas semanas ou pode assisti-los todos de uma vez. Um aluno que assistiu a todos os vídeos de uma vez concluiu que "É uma série tão boa quanto Breaking Bad". Após assistir aos vídeos sobre os quatro principais estágios da negociação, você poderá participar de uma negociação individual que testará as suas qualificações como negociador. Os vídeos finais do curso verificam a sua negociação e revisam os conceitos e as ferramentas tratados no curso. Você também receberá feedback sobre o que faz de melhor como negociador e como pode melhorar. This is a translated version. To join the original English version, please visit this page: https://www.coursera.org/learn/negotiation-skills

Na lição

Negocie: Use Táticas-Chave para o Sucesso

Os vídeos do Módulo 2 totalizam mais ou menos noventa minutos e incluem dois tópicos especialmente importantes: (1) como usar poder durante as negociações e (2) ferramentas psicológicas que se pode usar durante as negociações. Essas ferramentas são também armadilhas que você quer evitar quando usadas pelo outro lado da negociação. Algumas dessas ferramentas são úteis além da negociação ao se fazer decisões de liderança e decisões financeiras. Ao assistir aos vídeos, por favor, tenha um papel e lápis à mão porque eu vou pedir para que você participe em vários experimentos que ilustram essas ferramentas.

Usando Poder nas Negociações15:33

Conhecendo o Outro Lado7:50

Conheça os instrutores

George Siedel
Williamson Family Professor of Business Administration and Thurnau Professor of Business Law

We finished unit one which talks about preparing for a negotiation and

planning a negotiation strategy and

now we're ready to move on to the actual negotiation itself.

And to look at some key tactics for success during the negotiation.

And covering this unit we're going to focus on three main aspects.

First, the importance of getting to know the other side

at the beginning of a negotiation.

Second, the importance of understanding your power and

where your power comes from.

And then finally and

this is where we're going to spend most of out time, what negotiation tools,

what psychological tools can you use for successful negotiation?

And by the same token, what are the psychological traps

that the other side might use and that you want to avoid?

So let's start with getting to know the other side.

Now this ability or willingness to get to know the other side

first is difficult for people from some cultures.

It's often difficult for Americans, for example.

Americans tend to be very time oriented, time is money.

When we go into a different culture,

often we'll set aside a set amount of time for the negotiation.

We want to get right down to business.

We want to start talking about the deal immediately

rather than spending the time to get to know the other side.

However, it's not only Americans, other cultures have similar traits.

For example, a few years ago I was teaching in an executive program.

And one of the participants in the program was a lawyer from Singapore.

And she was involved in the free trade negotiations between Singapore and

other countries.

And she explained to me that she felt Singaporeans

were very similar to Americans, very linear, very task oriented.

Very focused on moving right to the negotiations and she gave an example.

She said that when she and

her team travelled to India to negotiate a free trade agreement,

they completely struck out because the Indian style was so different.

The Indian team wanted to get to know them as individuals,

wanted to find out are these people we can trust,

before diving into the details of the negotiation.

So their negotiation with the Indians completely failed,

they went back to Singapore.

They underwent cross cultural negotiation training conducted by the former

ambassador from Singapore to India and then they returned and were successful.

So it's not only the United States, it's other cultures as well that

sometimes have difficulty with this notion of getting to know the other side.

I had a little bit of personal experience with this.

I was Associate Dean of the Michigan Business School and

in charge of executive education.

And I wanted to set up an executive center for Michigan in Paris.

I learned that a new business school was being built,

near the Grand Arch in Paris, out in the La Defense area.

And I very much wanted the new business school to give me a floor or

half a floor in their building to conduct executive education.

And I knew this would be very expensive,

because this is an expensive part of Paris, Paris is an expensive city.

So I was looking forward to some very difficult negotiations.

So I flew over to Paris with two faculty members and

when we arrived, the president of the new university and

the dean of the business school invited us out for dinner.

We went to a quaint little restaurant on the left bank and

we spent an evening in the restaurant, talking not about

the recent negotiations but about other things.

And as it turned out, the president of the university had done his doctoral

dissertation on an obscure english poet and mystic by the name of William Blake.

As it also turned out one of the faculty members with me was a William Blake

fanatic, he loved William Blake and so they spent the entire

evening rhapsodizing about how great William Blake is.

The following morning, we walked into the negotiation room,

we had a half day scheduled for the negotiation.

The other school basically gave us the space we wanted.

We didn't have to pay any rent.

We had to pay a percentage of profits which we knew we were going to have to do

anyway.

But we got a very good deal and I think I owe that all to William Blake,

even though that evening I was awfully tired of learning about William Blake.

But it resulted in a very successful negotiation.

So, basic message here is try to spend

time getting to know the other side in very important some cultures.

In some cultures there's less reliance on the formal legal contract

as we rely on in the west.

There's much more importance on trying to evaluate the quality of the other side,

whether you're dealing with somebody you can trust and

often this occurs through the process of getting to know the other side.

Even something as simple as a hand shake at the beginning of a negotiation

can have a positive impact.

There was some recent research conducted by professors at Harvard and

Chicago which concluded that when people started the negotiation with a hand shake,

at least in the west maybe not in all countries,

that the results of the negotiation were more positive and

that there was more cooperation between the two sides.

This is one final consideration when you're getting to know the other side at

the beginning of a negotiation and

that is try to develop your conversational intelligence.

This is some advice from an article in the Wall Street Journal,

it's not hardcore research, it's common sense.

But yet it's common sense that many of us forget, including myself.

And that is, advice such as when you're meeting somebody either socially or

in business, try to avoid your favorite topic.

You'll end up talking too much, ask a lot of questions.

People love to talk about themselves and

they'll think you're a great conversationalist if you talk about them.

And finally, listening is critical.

We're going to be talking more about listening, but

here you have some cues from Mr. Nainan.

Saying things such as so you think that, so what you're saying is,

a conversation could go on indefinitely, as he points out.

So again, just some common sense tips on getting to know and

conversation intelligence where you're getting to know somebody at

the beginning of a negotiation, or if you're in any social setting.

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