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.

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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.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

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

5,984 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. 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 Styles2mNegotiation Tactics3m

17 readings

Welcome10mGeneral objective and list of topics10mSchedule10mFrequent questions10mEvaluation10mMethodology10mPolicies10mInitial Self-Diagnosis10mIntroduction10mNegotiation Styles30mInfographic. Dual matrix of negotiation styles30mTo know more10mPDF. Negotiation Tactics30mInfographic. Negotiation Tactics30mContextualized situation30mEvaluation of Topic 1. Dual Strategy10mInvitation to continue with the next topic10m

5 practice exercises

Initial Self-Diagnosis30mSelf-evaluation. Negotiation Styles30mSelf-evaluation. Negotiation Tactics30mContextualized situation30mTopic Evaluation 130m

Week2

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 Preparation2mAgreement Implementation3m

9 readings

Introduction10mNegotiation Preparation30mInfographic. BATNA as a principle element in negotiation preparation30mTo know more10mPDF. Agreement Implementation30mInfographic. Agreement Implementation30mIndividual practice with peer evaluation description30mEvaluation of Topic 2. The Implementation Strategy10mInvitation to continue with the next topic10m

3 practice exercises

Self-evaluation. Negotiation Preparation30mSelf-evaluation. Agreement Implementation30mTopic Evaluation 230m

Week3

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 Negotiation3mInternational Negotiations2m

9 readings

Introduction10mCultural Diversity and Negotiation30mInfographic. The impact of culture on negotiation30mTo know more10mPDF. International Organizations30mInfographic. Negotiating in Latin America30mChallenge30mEvaluation of Topic 3. The Internationalization Strategy10mInvitation to continue with the next topic10m

4 practice exercises

Self-evaluation. Cultural Diversity and Negotiation30mSelf-evaluation. International Negotiations30mChallenge30mTopic Evaluation 330m

Week4

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 Negotiations4mBest Practices in Negotiation3m

10 readings

Introduction10mExplanation10mInfographic. Complex Negotiations30mTo know more10mPDF. Best practices in negotiation30mInfographic. Best practices in negotiation30mEvaluation of Topic 4. The Strategy of Context10mFinal Exam10mFinal Self-Diagnosis10mClosure10m

5 practice exercises

Self-evaluation. Complex Negotiations30mSelf-evaluation. Best Practices in Negotiation30mTopic Evaluation 430mFinal Exam1h 30mFinal 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

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Negotiation Strategies and Styles

About this Course

What you will learn