This course is part of the Leadership and Negotiation Skills Specialization

Daniel Meade Monteverde

Offered By

Leadership and Negotiation Skills SpecializationTecnológico de Monterrey

About this Course

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The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation.
In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best.

We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, which has historically driven us to use a preferential strategy, but which is not necessarily yielding the results expected.

The participant will develop competences for strategic decision making, which will enable him to achieve the greatest benefit from a negotiation, in terms of creation of value and satisfaction between the parties involved.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

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Course 3 of 3 in the

Leadership and Negotiation Skills Specialization

Intermediate Level

Approx. 25 hours to complete

English

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What you will learn

Identify negotiation styles based on the results and relationships in a negotiation.
Analyze the most effective strategic options in different negotiation contexts.
Solve complex problems that meet the interests and objectives of the parties involved.

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.

Course 3 of 3 in the

Leadership and Negotiation Skills Specialization

Intermediate Level

Approx. 25 hours to complete

English

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

Try Coursera for Business

Instructor

Daniel Meade Monteverde

5,598 Learners

4 Courses

Offered by

Tecnológico de Monterrey

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Syllabus - What you will learn from this course

Week

Week 1

7 hours to complete

Topic 1. Dual Strategy

Welcome to Topic 1 of the course Negotiation Strategies and Styles: Dual Strategy: Negotiation Styles. In this section, you’ll learn about the dual matrix structure, which has two relevant variables for every negotiation: the results of the agreement and the relationships between the negotiating parties. This has the purpose of identifying different negotiation styles or profiles and their inherent behaviors.

7 hours to complete

2 videos (Total 6 min), 17 readings, 5 quizzes

2 videos

Negotiation Styles2m

Negotiation Tactics3m

17 readings

Welcome10m

General objective and list of topics10m

Schedule10m

Frequent questions10m

Evaluation10m

Methodology10m

Policies10m

Initial Self-Diagnosis10m

Introduction10m

Negotiation Styles30m

Infographic. Dual matrix of negotiation styles30m

To know more10m

PDF. Negotiation Tactics30m

Infographic. Negotiation Tactics30m

Contextualized situation30m

Evaluation of Topic 1. Dual Strategy10m

Invitation to continue with the next topic10m

5 practice exercises

Initial Self-Diagnosis30m

Self-evaluation. Negotiation Styles30m

Self-evaluation. Negotiation Tactics30m

Contextualized situation30m

Topic Evaluation 130m

Week

Week 2

5 hours to complete

Topic 2. The Implementation Strategy

Welcome to the topic of The Implementation Strategy. In this section, you’ll learn about the importance of preparation for negotiation and the need to go beyond the agreement and into implementation. At the end of this topic, you’ll be able to conceive of a plan and develop a negotiation agenda, while you learn the necessary principles for changing your mentality by seeing the agreement as a means not an end. Then, what follows is to adopt the discipline of implementation for the agreements you have reached.

5 hours to complete

2 videos (Total 6 min), 9 readings, 3 quizzes

2 videos

Negotiation Preparation2m

Agreement Implementation3m

9 readings

Introduction10m

Negotiation Preparation30m

Infographic. BATNA as a principle element in negotiation preparation30m

To know more10m

PDF. Agreement Implementation30m

Infographic. Agreement Implementation30m

Individual practice with peer evaluation description30m

Evaluation of Topic 2. The Implementation Strategy10m

Invitation to continue with the next topic10m

3 practice exercises

Self-evaluation. Negotiation Preparation30m

Self-evaluation. Agreement Implementation30m

Topic Evaluation 230m

Week

Week 3

6 hours to complete

Topic 3. The Internationalization Strategy

Welcome to the third topic of the course on Negotiation Strategies and Styles: The Internationalization Strategy. In this section, we’ll study the relevance of culture in international negotiations. We will return to the importance of preparation from the perspective of cultural diversity and the recognition of differences as an element of dialogue. We will try to overcome the ostracism of stereotypes to incorporate the advances in social anthropology as related to cultural prototypes.

6 hours to complete

2 videos (Total 6 min), 9 readings, 5 quizzes

2 videos

Cultural Diversity and Negotiation3m

International Negotiations2m

9 readings

Introduction10m

Cultural Diversity and Negotiation30m

Infographic. The impact of culture on negotiation30m

To know more10m

PDF. International Organizations30m

Infographic. Negotiating in Latin America30m

Challenge30m

Evaluation of Topic 3. The Internationalization Strategy10m

Invitation to continue with the next topic10m

4 practice exercises

Self-evaluation. Cultural Diversity and Negotiation30m

Self-evaluation. International Negotiations30m

Challenge30m

Topic Evaluation 330m

Week

Week 4

7 hours to complete

Topic 4. The Strategy of Context

Congratulations for having arrived here! I can assure you that you won’t regret it; we’ve prepared a closing that is going to leave a pleasing taste of learning and you’re going to want to put this knowledge into your professional practice from now on. The key word in this section is “context,” which is why we’ve called this the Strategy of Context. Context is understood as “the situation within which something exists or happens, and that can help explain it.” (Cambridge Dictionary). From the perspective of negotiation, this refers to the negotiation types according to their content.

7 hours to complete

2 videos (Total 9 min), 10 readings, 5 quizzes

2 videos

Complex Negotiations4m

Best Practices in Negotiation3m

10 readings

Introduction10m

Explanation10m

Infographic. Complex Negotiations30m

To know more10m

PDF. Best practices in negotiation30m

Infographic. Best practices in negotiation30m

Evaluation of Topic 4. The Strategy of Context10m

Final Exam10m

Final Self-Diagnosis10m

Closure10m

5 practice exercises

Self-evaluation. Complex Negotiations30m

Self-evaluation. Best Practices in Negotiation30m

Topic Evaluation 430m

Final Exam1h 30m

Final Self-Diagnosis30m

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.

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Negotiation Strategies and Styles

About this Course

What you will learn