- From www.coursera.org
Negotiation Fundamentals
- Self-paced
- Free Access
- Fee-based Certificate
- 4 Sequences
- Introductive Level
Course details
Syllabus
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 negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
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 order to get really ready for any negotiation, anywhere, anytime.
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 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!
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 you how to discuss power balance around the negotiation table.
Prerequisite
None.
Instructors
Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science
Editor
L'École supérieure des sciences économiques et commerciales (plus couramment ESSEC Business School ou ESSEC) est une grande école de commerce et de gestion française, de statut associatif à but non lucratif (association loi de 1901) fondée en 1907 et dont le campus principal est situé à Cergy. Elle possède également des implantations à La Défense, Rabat et Singapour, qui servent notamment aux programmes ESSEC Global BBA et ESSEC Executive MBA.
Fondée par des jésuites en réponse à la création de HEC Paris, elle est longtemps restée indépendante de toute chambre de commerce et d'industrie avant de passer en 1981 sous le contrôle de celle de Versailles, devenue la CCI de Paris Île-de-France en 2013. Elle est membre de la CY Alliance, anciennement Université Paris-Seine.
Le groupe ESSEC délivre de nombreuses formations à la gestion et au management, notamment à travers son cursus post-classes préparatoires appelé « Programme Grande École » conférant le grade de master. Elle délivre également un « BBA » (Bachelor in Business Administration), des mastères spécialisés (MS), une maîtrise en administration des affaires (MBA) et des doctorats.
Platform
Coursera - это цифровая компания, предлагающая массовые открытые онлайн-курсы, основанные учителями компьютеров Эндрю Нгом и Стэнфордским университетом Дафни Коллер, расположенные в Маунтин-Вью, штат Калифорния.
Coursera работает с ведущими университетами и организациями, чтобы сделать некоторые из своих курсов доступными в Интернете, и предлагает курсы по многим предметам, включая: физику, инженерию, гуманитарные науки, медицину, биологию, социальные науки, математику, бизнес, информатику, цифровой маркетинг, науку о данных и другие предметы.
This content is rated 5 out of 5
(no review)This content is rated 5 out of 5
(no review)Complete this resource to write a review