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Negotiation Strategies and Styles
  • Level Professional
  • Duration 25 hours
  • Course by Tecnológico de Monterrey
  • Offered by

About

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.

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 Styles

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

  • Self-evaluation. Negotiation Styles

1 Discussions

  • Networking topic 1. Dual Strategy

1 Videos

  • Negotiation Styles

4 Readings

  • Introduction
  • Negotiation Styles
  • Infographic. Dual matrix of negotiation styles
  • To know more

1.2 Negotiation Tactics

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Negotiation Tactics

1 Videos

  • Negotiation Tactics

2 Readings

  • PDF. Negotiation Tactics
  • Infographic. Negotiation Tactics

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. Dual Strategy
  • Invitation to continue with the next topic

2.1 Negotiation Preparation

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

  • Self-evaluation. Negotiation Preparation

1 Discussions

  • Networking topic 2. The Implementation Strategy

1 Videos

  • Negotiation Preparation

4 Readings

  • Introduction
  • Negotiation Preparation
  • Infographic. BATNA as a principle element in negotiation preparation
  • To know more

2.2 Agreement Implementation

    • 1 Videos
    • 3 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Agreement Implementation

1 Videos

  • Agreement Implementation

3 Readings

  • PDF. Agreement Implementation
  • Infographic. Agreement Implementation
  • 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. The Implementation Strategy
  • Invitation to continue with the next topic

3.1 Cultural Diversity and Negotiation

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

  • Self-evaluation. Cultural Diversity and Negotiation

1 Discussions

  • Networking topic 3. The Internationalization Strategy

1 Videos

  • Cultural Diversity and Negotiation

4 Readings

  • Introduction
  • Cultural Diversity and Negotiation
  • Infographic. The impact of culture on negotiation
  • To know more

3.2 International Negotiations

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. International Negotiations

1 Videos

  • International Negotiations

2 Readings

  • PDF. International Organizations
  • Infographic. Negotiating in Latin America

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. The Internationalization Strategy
  • Invitation to continue with the next topic

4.1 Complex Negotiations

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

  • Self-evaluation. Complex Negotiations

1 Discussions

  • Networking topic 4. The Strategy of Context

1 Videos

  • Complex Negotiations

4 Readings

  • Introduction
  • Explanation
  • Infographic. Complex Negotiations
  • To know more

4.2 Best Practices in Negotiation

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Self-evaluation. Best Practices in Negotiation

1 Videos

  • Best Practices in Negotiation

2 Readings

  • PDF. Best practices in negotiation
  • Infographic. Best practices in negotiation

Evaluation of Topic 4

    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Topic Evaluation 4

1 Readings

  • Evaluation of Topic 4. The Strategy of Context

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-Diagnosis

1 Readings

  • Final Self-Diagnosis

Closure

    • 1 Readings
    • 1 Plugin
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1 Readings

  • Closure

Auto Summary

Unlock the art of negotiation with "Negotiation Strategies and Styles," a professional-level course in Business & Management. Guided by expert instructors from Harvard Business School, you'll delve into the Dual Matrix structure and explore five key negotiation strategies. Enhance your strategic decision-making to maximize value and satisfaction in negotiations. The course spans 1500 minutes and offers flexible subscription options, including Starter and Professional plans, making it ideal for business professionals seeking to refine their negotiation skills.

Daniel Meade Monteverde
Instructor

Daniel Meade Monteverde