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- Level Foundation
- المدة 8 ساعات hours
- الطبع بواسطة ESSEC Business School
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Offered by
عن
This course gives you access to negotiation practical tools and best practices gathered by Professor Aurelien 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.الوحدات
Introduction
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1
Videos
1
Videos
- Why enrol in this MOOC on Negotiation ?
Negotiation's dimensions and strategic dilemmas
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2
Videos
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1
Discussion
1
Discussions
- Identify the 3 tensions in real-life negotiations
2
Videos
- Three dimensions of any negotiation
- Three strategic tensions
Communication in Negotiation
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2
Videos
2
Videos
- Communication and Active Listening
- Communication and Active Speaking
Wrong assumption about Negotiation
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1
Videos
1
Videos
- Beware of instinctive pitfalls
Final Quiz "Negotiation strategy"
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1
Quiz
1
Quiz
- Practice Quiz "Negotiation strategy"
Overview of how to prepare before a negotiation
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1
Videos
1
Videos
- Preparation before Action
People dimension
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1
Videos
1
Videos
- People dimension : 3 elements to be prepared
Problem dimension
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3
Videos
3
Videos
- Problem dimension : Motivation
- Problem dimension : Solution at the table and justification
- Problem dimension : Solution away from the table
Process dimension
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1
Videos
1
Videos
- Process dimension : 3 elements to be prepared
Final Quizzes "Negotiation preparation"
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2
Quiz
2
Quiz
- Practice Quiz final
- Graded Quiz final
Good deal vs. failure
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2
Videos
2
Videos
- What makes a good deal ?
- Why negotiation fail ?
The mandate
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1
Videos
1
Videos
- Negotiation on behalf of others : respecting your mandate
The value
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1
Videos
1
Videos
- Creating value
Bargaining tactics
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2
Videos
2
Videos
- The usual bargaining tactics (Part 1)
- The usual bargaining tactics (Part 2)
Final Quizzes " Value creation & Value claiming"
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2
Quiz
2
Quiz
- Practice Quiz final
- Graded Quiz - Final
Negotiation Preparation & Value Creation - Case n°1
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1
PeerReview
1
Peer Review
- Fabiessi and Cam's Design - Confidential Instruction for Camille DROUEL
Negotiation Preparation & Value Creation - Case n°2
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1
PeerReview
1
Peer Review
- Fabiessi and Cam's Design - Confidential Instruction for Fabiessi's Human Ressources Director
The 10-point sequence
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1
Videos
1
Videos
- How to build the right negotiation sequence ?
First Things First
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4
Videos
4
Videos
- Doing first things first for effective negotiation - Part 1
- Doing first things first for effective negotiation - Part 2
- Doing first things first for effective negotiation - Part 3
- Doing first things first for effective negotiation - Part 4
Power balance
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1
Videos
1
Videos
- Reaching the end : And how about the power balance ?
Final Quiz "Negotiation process"
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1
Quiz
1
Quiz
- Practice Quiz - Final
MOOC Final Quiz
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1
Quiz
1
Quiz
- Graded Quiz - MOOC final
Auto Summary
Unlock the art of negotiation with the "Negotiation Fundamentals" course, designed for professionals in the Business & Management domain. Led by the renowned Professor Aurelien Colson and his expert team, this course distills practical tools and best practices from assignments in over seventy countries across diverse sectors such as services, industry, high tech, and public organizations. Engage interactively with content that covers crucial topics including preparation strategies, avoiding common pitfalls, fostering value-creating partnerships, structuring effective negotiation sequences, efficient and respectful bargaining, and overcoming deadlocks. The course emphasizes creating long-term, productive, and fair partnerships rather than just immediate gains. With a focus on "win-win" approaches, this course equips you with innovative and proven techniques for high-impact, sustainable negotiations. Whether you're managing people, closing a sales deal, or engaging in strategic or political negotiations with multiple stakeholders, this course offers valuable insights for all levels. Offered by Coursera, this foundational course spans 480 minutes and is available through a Starter subscription. Ideal for those looking to enhance their negotiation skills, this course is perfect for professionals seeking to achieve sustainable success in their business interactions.
Aurélien Colson