Negotiation Strategies and Styles-Edx
Master five key negotiation strategies and when to use them. Learn to balance competition and cooperation while creating value and satisfaction between parties.
Master five key negotiation strategies and when to use them. Learn to balance competition and cooperation while creating value and satisfaction between parties.
Negotiation Strategies and Styles is a comprehensive course that explores the negotiator's dilemma—the tension between cooperation and competition in negotiations. Drawing from Harvard Business School research, the course analyzes the Dual Matrix framework that generates five distinct negotiation strategies. You'll learn to identify the strengths, weaknesses, and optimal applications of each strategy while examining the behaviors that characterize different negotiation approaches. By reflecting on your personal negotiation profile, you'll recognize how your preferred strategy may not always yield optimal results. The course develops your strategic decision-making competencies, enabling you to maximize value creation and satisfaction between parties. You'll explore implementation strategies, internationalization approaches for cross-cultural negotiations, and techniques for navigating complex negotiation contexts—all designed to help you solve challenging problems while meeting the interests of all parties involved.
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What you'll learn
Identify different negotiation styles based on their impact on results and relationships
Analyze and select the most effective strategic options for different negotiation contexts
Solve complex problems while meeting the interests and objectives of all parties involved
Understand the Dual Matrix framework and the five negotiation strategies it generates
Recognize strengths and weaknesses of each negotiation approach
Develop effective implementation strategies for negotiation preparation and agreement execution
Skills you'll gain
This course includes:
PreRecorded video
Graded assessments, exams
Access on Mobile, Tablet, Desktop
Limited Access access
Shareable certificate
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Instructors
Global Negotiation Expert and Distinguished Professor at Tecnológico de Monterrey
Daniel Meade es doctorado por la University of California, Berkeley y egresado del programa Leadership and Management de la Sloan School of Management del MIT. Profesor huésped de Pforzheim Business School en Alemania, Profesor Invitado de University of San Diego (USA) y de los Cursos de Verano de la Universidad del País Vasco en España, Staff Académico del Instituto del Banco Mundial, Conferencista Invitado de IESE Business School en España. Autor Invitado de BetterManagement.Com que le otorgó la distinción de Thought Leader en los Estados Unidos, Premio Internacional Taguchi de Japón, Premio a la Labor Docente y Premio Rómulo Garza a la Investigación de ITESM. Es consultor en las áreas de planeación estratégica, cultura organizacional, negociación y toma de decisiones, trabajando en países como los Estados Unidos, Francia, Alemania, España, Corea del Sur, Nueva Zelanda y actualmente titular de la Cátedra de Negociación en México, Brasil, Chile, Perú, Panamá, Colombia, Venezuela, Ecuador y Honduras. Ha dirigido proyectos en empresas como Ford, General Motors, IBM, Pepsi, Santander, Peugeot Citröen, Femsa, Gamesa, Metalsa, entre otras, así como múltiples iniciativas en el sector público a nivel mundial. En EGADE Y EGP (Escuela de Gobierno) imparte las materias de Negociación, Planeación Estratégica, Cambio Organizacional y Ética y es frecuentemente invitado como orador huésped en eventos internacionales. Es profesor de Business Ethics en el programa global OneMBA.
16 Courses
Computer Science and Sustainability Expert at Tecnológico de Monterrey
Dr. Luz María Vargas Reguer holds a doctorate from the University of California, Berkeley, and completed specialized training in microprocessor research at the International Centre for Theoretical Physics in Trieste, Italy. She also earned a certificate in crisis counseling from the University of St. Thomas. Her professional experience includes serving as an information analysis specialist at the Electric Power Research Institute in Palo Alto, California, and as a project evaluation advisor for the World Bank Institute. At Tecnológico de Monterrey, she has distinguished herself as a highly-rated professor in both the Computer Science and Engineering/Architecture departments. Her research contributions include work on sustainable housing projects at ITESM and co-authoring research on business sustainability in China sponsored by the Mexican Institute of Public Accountants. She has also dedicated years to crisis counseling at the University Hospital of Monterrey, combining her technical expertise with humanitarian service.
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