Negotiation  Fundamentals
list 4 séquences
assignment Niveau : Introductif
label Gestion d'Entreprise
chat_bubble_outline Langue : Anglais
card_giftcard 9.6 points
5 /5
Avis de la communauté
9 avis

Les infos clés

credit_card Formation gratuite
verified_user Certification payante
timer 16 heures de cours

En résumé

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.

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Le programme

  • Week 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 n...
  • Week 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 o...
  • Week 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 neg...
  • Week 3 - 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 th...
  • Week 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 yo...
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Les intervenants

  • Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
    Political Science
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Le concepteur

Institution académique d’excellence créée en 1907, ESSEC BUSINESS SCHOOL s’est, tout au long de son histoire, illustrée par son esprit pionnier, partagé par la communauté de ses 46 000 diplômés.

Aujourd’hui, l’ESSEC propose à Cergy-Pontoise, Paris-La Défense et Singapour une large gamme de programmes, en formation initiale et continue, irrigués par une recherche de pointe.
Marquée par une profonde tradition humaniste, l’ESSEC a fait du lien entre vie économique et société un enjeu fondamental de la formation de managers responsables. Par là-même, l’ESSEC affirme la nécessité de mettre l’innovation, le savoir et la création de valeur au service de l’intérêt général."

Nous sommes dans un monde en pleine mutation, économique, sociale, culturelle : nos étudiants doivent développer leur sens de l’adaptation, surtout leur créativité, et la place du numérique est un sujet majeur.

L’étudiant adapté aux besoins économiques de demain est quelqu’un qui tient les deux bouts de la chaîne entre d’une part, une très forte compétence sur le plan des humanités modernes – les humanités classiques plus les humanités numériques – et d’autre part, un professionnalisme incluant la compétence numérique. Sans oublier la technicité réelle que donne l’expérience ESSEC telle que nous sommes en train de la revitaliser grâce au plan stratégique.

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La plateforme

Coursera est une entreprise numérique proposant des formation en ligne ouverte à tous fondée par les professeurs d'informatique Andrew Ng et Daphne Koller de l'université Stanford, située à Mountain View, Californie.

Ce qui la différencie le plus des autres plateformes MOOC, c'est qu'elle travaille qu'avec les meilleures universités et organisations mondiales et diffuse leurs contenus sur le web.

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Le meilleur avis

This is a must to take if you want to specialize negotiation. It is very insightful and love the pacing and the teachers on the videos. The assignments are also challenging enough to think harder, not to mention the graded and practice quizzes! Will definitely recommend to my friends.

le 4 mars 2018
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le 4 mars 2018

This is a must to take if you want to specialize negotiation. It is very insightful and love the pacing and the teachers on the videos. The assignments are also challenging enough to think harder, not to mention the graded and practice quizzes! Will definitely recommend to my friends.

le 26 décembre 2017

Very well-made course! It gives a very useful overview about negotiation on a quality level. The way of presenting is the best I have jet seen in a Courser course.

le 20 novembre 2017

This course provides a wonderful framework in which to prepare, negotiate, and assess the fruits of your negotiations. I would highly recommend it to anyone who wishes to negotiate in a more systematic way, with greater prospects of success.

le 22 octobre 2017

Very much enjoyed this course and will be bringing the structured 10 point preparation points into our company to best prepare for our future negotiation of deals! The tests were a little complicated but the content was easy to follow and engaging!

le 20 juillet 2017

I enjoyed this course so much! I totally recommended to anyone who wants to know and discover the intrinsics of business negotiations.