- From www.edx.org
Negotiation Skills and Effective Communication
- Self-paced
- Free Access
- Introductive Level
Course details
Syllabus
Topic 1. Structure of a Negotiation
1.1 Negotiation Analysis: the negotiation dance. BATNA and ZOPA
1.2 Skill to develop: Managing the rhythm of the negotiation by interpreting anchors, managing time and the magnitude of offers
Topic 2. Effective Communication in Negotiation
2.1 The Role of Emotions in Negotiation
2.2 Skill to develop: emotional intelligence, self-awareness, self-control, and social management
Topic 3. Interests and Positions
3.1 Classification of interests and definition of objectives. Focus on the problem, not on the person
3.2 Skill to develop: Critical thinking and the generation of alternatives to achieve consensus
Topic 4. Conflict Resolution
4.1 The Conflict Spiral and Its Stages: The thin red line
4.2 Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process
Prerequisite
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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