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Negotiation Skills and Effective Communication
  • Level Professional
  • Duration 26 hours
  • Course by Tecnológico de Monterrey
  • Offered by

About

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.

Modules

Opening

    • 8 Readings
    • 1 Assignment
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1 Assignment

  • Initial Self-Diagnosis

8 Readings

  • Welcome
  • General objective and list of topics
  • Schedule
  • Frequent questions
  • Evaluation
  • Methodology
  • Policies
  • Initial Self-Diagnosis

1.1 Negotiation Analysis: the negotiation dance. BATNA and ZOPA

    • 1 Videos
    • 4 Readings
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Negotiation Analysis: the negotiation dance. BATNA and ZOPA

1 Discussions

  • Networking topic 1. Structure of a Negotiation

1 Videos

  • Negotiation Analysis: the negotiation dance. BATNA and ZOPA

4 Readings

  • Introduction
  • Definitions of negotiation
  • Infographic. ZOPA: Negotiation range
  • To know more

1.2 Skill to develop: Managing the rhythm of the negotiation by interpreting anchors, managing time and the magnitude of offers

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Skill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.

1 Videos

  • Skill to develop: Managing the rhythm of negotiation by interpreting anchors, managing time and the magnitude of offers.

2 Readings

  • PDF. The negotiation dance
  • Infographic. Final agreement

Contextualized situation

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Contextualized situation

1 Readings

  • Contextualized situation

Evaluation of Topic 1

    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Topic Evaluation 1

2 Readings

  • Evaluation of Topic 1. Structure of a Negotiation
  • Invitation to continue with the next topic

2.1 The Role of Emotions in Negotiation

    • 1 Videos
    • 4 Readings
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Self-evaluation. The Role of Emotions in Negotiation

1 Discussions

  • Networking topic 2. Effective Communication in Negotiation

1 Videos

  • The Role of Emotions in Negotiation

4 Readings

  • Introduction
  • Communication in negotiation
  • Infographic. Reason or emotion?
  • To know more

2.2 Skill to develop: emotional intelligence, self-awareness, self-control, and social management

    • 1 Videos
    • 3 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Skill to develop: emotional intelligence, self-awareness, self-control, and social management

1 Videos

  • Skill to develop: emotional intelligence, self-awareness, self-control, and social management.

3 Readings

  • The strategic use of emotions in negotiation
  • Infographic. How can we avoid misunderstandings in communication?
  • Individual practice with peer evaluation description

Evaluation of Topic 2

    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Topic Evaluation 2

2 Readings

  • Evaluation of Topic 2. Effective Communication in Negotiation
  • Invitation to continue with the next topic

3.1 Classification of interests and definition of objectives. Focus on the problem, not on the person

    • 1 Videos
    • 4 Readings
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Classification of interests and definition of objectives. Focus on the problem and not on the person

1 Discussions

  • Networking topic 3. Interests and Positions

1 Videos

  • Classification of interests and definition of objectives. Focus on the problem and not on the person

4 Readings

  • Introduction
  • Classification of interests and definition of objectives
  • Infographic. Interest based negotiation
  • To know more

3.2 Skill to develop: Critical thinking and the generation of alternatives to achieve consensus

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Skill to develop: Critical thinking and the generation of alternatives to achieve consensus

1 Videos

  • Skill to develop: Critical thinking and the generation of alternatives to achieve consensus

2 Readings

  • PDF. Skill to develop: Critical thinking
  • Infographic. Critical thinking and generation of alternatives to achieve consensus

Challenge

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Challenge

1 Readings

  • Challenge

Individual practice with peer evaluation

    • 1 PeerReview
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1 Peer Review

  • Delivery of the final project evaluated by pairs

Evaluation of Topic 3

    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Topic Evaluation 3

2 Readings

  • Evaluation of Topic 3. Interests and Positions
  • Invitation to continue with the next topic

4.1 The Conflict Spiral and Its Stages: The thin red line

    • 1 Videos
    • 4 Readings
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Self-evaluation. The Conflict Spiral and Its Stages: The thin red line

1 Discussions

  • Networking topic 4. Conflict Resolution

1 Videos

  • The Conflict Spiral and Its Stages: The thin red line

4 Readings

  • Introduction
  • The Conflict Spiral
  • Infographic. Conflict spiral
  • To know more

4.2 Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.

1 Videos

  • Skill to develop: changing the frame of reference, “Framing,” to avoid that the conflict gets out of control in the negotiation process.

2 Readings

  • PDF. The frame of reference to avoid conflict escalation
  • Infographic. Counterintuitive strategy

Evaluation of Topic 4

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Topic Evaluation 4

1 Readings

  • Evaluation of Topic 4. Conflict Resolution

Final Exam

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Final Exam

1 Readings

  • Final Exam

Final Self-Diagnosis

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Final self-assessment

1 Readings

  • Final self-assessment

Closure

    • 1 Readings
    • 1 Plugin
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1 Readings

  • Closure

Auto Summary

Enhance your negotiation and communication skills with this comprehensive course in Business & Management. Led by expert instructors from Coursera, this professional-level program delves into effective negotiation strategies, emotional intelligence, and problem-solving techniques. Over 1560 minutes, you'll engage in active learning to improve your negotiation outcomes. Available with Starter and Professional subscription options, this course is ideal for professionals seeking to refine their negotiation capabilities.

Daniel Meade Monteverde
Instructor

Daniel Meade Monteverde