This course is part of the Leadership and Negotiation Skills Specialization

4.5
stars
15 ratings

Daniel Meade Monteverde

2,155 already enrolled

Offered By

Leadership and Negotiation Skills SpecializationTecnológico de Monterrey

About this Course

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We start making negotiations as soon as our day begins, through all our interactions, either work, social, or family-related. But have you ever wondered how efficiently you negotiate, and whether you could be better at it? This is a straightforward opportunity to put into practice all the knowledge you have acquired, and to confirm that the negotiation process is dynamic and can always be improved.
The course integrates the most recent advances in the development of negotiation skills, based on modern life complexities, in a simple and direct way.

We start out with the structure of effective communication in a negotiation, with the intention of identifying our opportunity areas, and improving them through active learning mechanisms.

And what can we say about the role emotions play in a negotiation process? It is necessary to acknowledge , manage, and take advantage of them by using emotional intelligence mechanisms.

Negotiation, by definition, implies the relationship between two or more parties who eventually express opposing interests and demand skills for problem-solving. In this course you will learn to identify and manage its irreversible consequences in advance.

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Earn a Certificate upon completion

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Course 2 of 3 in the

Leadership and Negotiation Skills Specialization

Intermediate Level

Approx. 26 hours to complete

English

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What you will learn

Implement the key negotiation skills and styles to carry out effective negotiations and reach satisfactory agreements.
Adopt communication techniques that improve relationships and stimulate cooperation between the parties involved.
Develop critical thinking to manage emotions and resolve conflicts in a constructive way.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 3 in the

Leadership and Negotiation Skills Specialization

Intermediate Level

Approx. 26 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Instructor rating

4.85/5 (8 Ratings)

Daniel Meade Monteverde

6,088 Learners

4 Courses

Offered by

Tecnológico de Monterrey

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Syllabus - What you will learn from this course

Week1

Week 1

7 hours to complete

Topic 1. Structure of a Negotiation

Welcome to the first topic of the course: Negotiation Skills and Effective Communication. Check out the introduction and objectives of the course below. Throughout this course, you’ll learn the principles that govern the negotiation process and the specific nomenclature of the negotiation argot, including the BATNA (alternative to a negotiation), the ZOPA (negotiation range) and the anchoring technique which is the detonator of the dynamics known as the negotiation dance.

7 hours to complete

2 videos (Total 16 min), 17 readings, 5 quizzes

2 videos

Negotiation Analysis: the negotiation dance. BATNA and ZOPA8mSkill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.8m

17 readings

Welcome10mGeneral objective and list of topics10mSchedule10mFrequent questions10mEvaluation10mMethodology10mPolicies10mInitial Self-Diagnosis10mIntroduction10mDefinitions of negotiation30mInfographic. ZOPA: Negotiation range30mTo know more10mPDF. The negotiation dance30mInfographic. Final agreement30mContextualized situation30mEvaluation of Topic 1. Structure of a Negotiation10mInvitation to continue with the next topic10m

5 practice exercises

Initial Self-Diagnosis30mSelf-evaluation. Negotiation Analysis: the negotiation dance. BATNA and ZOPA30mSelf-evaluation. Skill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.30mContextualized situation30mTopic Evaluation 130m

Week2

Week 2

5 hours to complete

Topic 2. Effective Communication in Negotiation

Welcome to the second topic of our course: Negotiation Skills and Effective Communication

5 hours to complete

2 videos (Total 14 min), 9 readings, 3 quizzes

2 videos

The Role of Emotions in Negotiation6mSkill to develop: emotional intelligence, self-awareness, self-control, and social management.6m

9 readings

Introduction10mCommunication in negotiation30mInfographic. Reason or emotion?30mTo know more10mThe strategic use of emotions in negotiation30mInfographic. How can we avoid misunderstandings in communication?30mIndividual practice with peer evaluation description30mEvaluation of Topic 2. Effective Communication in Negotiation10mInvitation to continue with the next topic10m

3 practice exercises

Self-evaluation. The Role of Emotions in Negotiation30mSelf-evaluation. Skill to develop: emotional intelligence, self-awareness, self-control, and social management30mTopic Evaluation 230m

Week3

Week 3

7 hours to complete

Topic 3. Interests and Positions

Welcome to Topic 3. Interests and Positions. In this topic, we are going to extend the concept of negotiating beyond the characteristic positions of a transaction, consisting of physical elements like value that we complain (bargain) about. We are going to venture into the underlying interests that make up the foundation of value creation, in which the parties involved in the negotiation process mutually benefit, and at the same time promote long term relationships. This paradigm is known in specialized literature as negotiation based on interests.

7 hours to complete

2 videos (Total 13 min), 9 readings, 5 quizzes

2 videos

Classification of interests and definition of objectives. Focus on the problem and not on the person5mSkill to develop: Critical thinking and the generation of alternatives to achieve consensus6m

9 readings

Introduction10mClassification of interests and definition of objectives30mInfographic. Interest based negotiation30mTo know more10mPDF. Skill to develop: Critical thinking30mInfographic. Critical thinking and generation of alternatives to achieve consensus30mChallenge30mEvaluation of Topic 3. Interests and Positions10mInvitation to continue with the next topic10m

4 practice exercises

Self-evaluation. Classification of interests and definition of objectives. Focus on the problem and not on the person30mSelf-evaluation. Skill to develop: Critical thinking and the generation of alternatives to achieve consensus30mChallenge30mTopic Evaluation 330m

Week4

Week 4

7 hours to complete

Topic 4. Conflict Resolution

Welcome to Topic 4: conflict resolutions. We will analyze the structure of a conflict, using the architecture of the conflict spiral to try to resolve it before it escalates and becomes a confrontation. In order to do so, we enter a counter-intuitive model with a very powerful skill known as changing the frame of reference. This a very effective method to achieve successful negotiations without damaging the relationships of the parties involved.

7 hours to complete

2 videos (Total 17 min), 10 readings, 5 quizzes

2 videos

The Conflict Spiral and Its Stages: The thin red line8mSkill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.8m

10 readings

Introduction10mThe Conflict Spiral30mInfographic. Conflict spiral30mTo know more10mPDF. The frame of reference to avoid conflict escalation30mInfographic. Counterintuitive strategy30mEvaluation of Topic 4. Conflict Resolution10mFinal Exam10mFinal self-assessment10mClosure10m

5 practice exercises

Self-evaluation. The Conflict Spiral and Its Stages: The thin red line30mSelf-evaluation. Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.30mTopic Evaluation 430mFinal Exam1h 30mFinal self-assessment30m

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TOP REVIEWS FROM NEGOTIATION SKILLS AND EFFECTIVE COMMUNICATION

by KKDec 3, 2022

It is very good course, I have learnt a lot from this course.

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About the Leadership and Negotiation Skills Specialization

This Specialized Program is aimed at leaders who are interested in consolidating their negotiation and communication skills, applying communication techniques that improve relationships and favor cooperation between the parties involved.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Negotiation Skills and Effective Communication

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What you will learn