成功的谈判:基本策略与技巧

Successful Negotiation: Essential Strategies and Skills

This comprehensive course covers the negotiation strate…

密歇根大学

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成功的谈判:基本策略与技巧
  • 分类: 商业管理
  • 平台: Coursera
  • 语言: 英语

This comprehensive course covers the negotiation strategies and skills that are necessary for business success.

课程概述

This course provides you with a practical, holistic introduction to the strategies and skills that can lead to successful negotiations in your personal life and in business transactions. The course covers the four key stages of negotiation: planning, negotiation, creating a contract, and performance of the contract.

At each stage we will examine the key questions that you should be prepared to answer in future negotiations, such as:
What are the key elements in a negotiation analysis, including your reservation price, stretch goal, alternatives to the deal that you are negotiating, and zone of potential agreement?
What guidelines should you use when faced with ethical issues?
What is the source of power in negotiations and how can you increase your power?
What psychological tools can you use during negotiations and what psychological traps should you avoid?
What are the four key contract law questions that should be on your negotiation checklist?
What concepts and tools should you use when resolving disputes?
The two key dispute resolution processes are arbitration and mediation. The course includes videos of an arbitration of a construction dispute and a mediation of a robotics software dispute.
At the conclusion of the course you will participate in a one-on-one negotiation that will test your negotiation strategy and skills. The debriefing of your negotiation will illustrate the concepts and tools covered in the course. Following the debriefing you will receive feedback on what you do well as a negotiator and how you can improve.

授课大纲

Week 1. Prepare: Plan Your Negotiation Strategy
1.1 Preliminary Question: Should I negotiate?
1.2 Is this a position-based or interest-based negotiation?
1.3 Am I trying to resolve a dispute or make a deal?
1.4 How should I analyze a negotiation?
1.5 Is this a cross-cultural negotiation?
1.6 How should I handle ethical issues?
1.7 Should I use an agent to negotiate for me?

Week 2. Negotiate: Use Key Tactics for Success
2.1 Get to know the other side
2.2 Understand your power
2.3 Use psychological tools—and avoid traps

Week 3. Stage Three. Close: Create a Contract
3.1 Perspectives on Contracts
3.2 Sources of Contract Law: Two Variables
3.3 Key Elements in Creating Contracts
3.4 Business vs. Legal Objectives

Week 4. Stage Four. Perform and Evaluate: The End Game
4.1 Dispute Prevention
4.2 ADR Concepts
4.3 ADR Tools
4.4 Arbitration
4.5 Mediation
4.6 Review and Evaluation

Week 5. Debriefing Your Negotiation The course concludes with a one-on-one negotiation that will test your negotiation ability. In a debriefing session, we will review the concepts and tools covered in the course. Your counterpart in the negotiation will also provide feedback on what you do well as a negotiator and how you can improve.

先修知识

This course is designed for individuals who have an intense desire for success in their business and personal negotiations. There are no other prerequisites.

参考资料

The suggested reading for this course is Negotiating for Success: Essential Strategies and Skills. Details about this reading will be provided prior to the first class. Because the reading summarizes the strategies and skills discussed in the videos, there is no need for you to take notes when watching the videos. I recommend that you complete the reading after each session as a review of the material covered. The reading also serves as a useful reference for your future negotiations.

授课形式

During this five-week course, you will watch a series of short videos (ranging from 5 to 20 minutes) on the theme for each week. The videos are interactive and will include questions to test your understanding of negotiation strategy and skills. Some of the questions will require you to hit “Pause,” which gives you additional time to think about your response.

The approximate total time to watch the short videos each week (not counting time spent on “Pause”) is:

Week 1. Prepare: Plan Your Negotiation Strategy 2.5 hours
Week 2. Negotiate: Use Key Tactics for Success 1.5 hours
Week 3. Close: Create a Contract 1.5 hours
Week 4. Perform and Evaluate: The End Game 2 hours
Week 5. Debriefing Your Negotiation 1 hour

Depending on your schedule, you might decide to binge watch the videos for Weeks 1-4 (as if you were watching “Game of Thrones” or “House of Cards”). However, you must watch these videos before completing the negotiation that precedes Week 5. This negotiation will test your ability as a negotiator. You can negotiate with someone you know or with someone you connected with online during the course.

常见问题

Who should take this course?
We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts and, within a company, negotiation skills can lead to career advancement.

This short, practical course provides an introduction to negotiation concepts and tools that are recommended for personal and business negotiations. The course is also provides experienced negotiators with a review of key negotiation strategies and skills.

Will I receive a certificate after successfully completing this course?
Some people take MOOCs only to learn the course material, others take them to obtain certification, and still others combine the two motivations. This course is designed primarily for students who want to learn how to negotiate or to improve their negotiation strategies and skills. Negotiation is one of the most important elements in our daily lives and the ultimate course exam is your success in future negotiations.

But because many people also want certification, you will have an opportunity to take a final exam, and a certificate will be provided to those who do well on the exam. Even if you are not interested in the certificate, I recommend that you take the exam to evaluate your negotiation literacy.

Attribution

The course logo composite is shared with a Creative Commons CC BY-SA license, and was created using images provided courtesy of Flazingo Photos and K2 Space.

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