- From www.edx.org
Habilidades de negociación y comunicación efectiva
- Self-paced
- Free Access
- Fee-based Certificate
- 4 Sequences
- Introductive Level
Course details
Syllabus
Tema 1. Estructura de una Negociación
1.1. Análisis Negocial: La Danza de la Negociación. BATNA y ZOPA.
1.2. Habilidad a desarrollar: Administrar el ritmo de la negociación interpretando anclas, el manejo de los tiempos y la intensidad de las ofertas.
Tema 2. Comunicación efectiva en la negociación
2.1.El papel de la emociones en la negociación
2.2. Habilidad a desarrollar: La Inteligencia Emocional, el autoconocimiento, autocontrol, gestión social.
Tema 3. Intereses y Posiciones
3.1. Clasificación de los intereses y definición de Objetivos. Enfoque en el problema y no en la persona.
3.2. Habilidad a desarrollar: El Pensamiento Crítico y la generación de alternativas para lograr consensos
Tema 4. Resolución de Conflictos
4.1.La Espiral del Conflicto y sus etapas: La delgada línea roja.
4.2. Habilidad a desarrollar: Modificar marco de referencia “Framing” para evitar que el conflicto descarrile el proceso de negociación.
Prerequisite
Estudios de profesional concluidos.
Instructors
Daniel Meade Monteverde
Dr.
Tecnológico de Monterrey
Luz María Vargas Reguer
Dra.
Tecnológico de Monterrey
Editor
The Monterrey Institute of Technology and Advanced Studies, better known as Tecnológico de Monterrey, is a private university based in Monterrey, Nuevo León, Mexico.
It is currently one of the schools with the highest academic recognition in Latin America and enjoys a high reputation among Latin American employers1,2. It is characterised by the active presence of its engineers in the fields of business and technological innovation.
It has the best business school in Mexico and Latin America. What's more, it is one of only 45 universities in the world with a 5-star QS rating.
Platform
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