谈判的艺术

The Art of Negotiation

The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome.

加州大学尔湾分校

Coursera

其他

简单(初级)

6 小时

  • 英语, 西班牙语, 其他
  • 668

课程概况

The art of negotiation comes into play daily in the life of employees at all levels and in every position. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. The course explores the personal and behavioral characteristics of an effective negotiator. Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session.

Upon completing this course, you will be able to:
1. Learn about the nature of negotiation and how it differs from selling
2. Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation
3. Explain the role of authority and how to address it in negotiations
4. Explain the role of power in negotiations and how to address power inequities
5. Explain the positive and negative influences of empowerment
6. Learn the different “stances” or negotiation styles negotiators might adopt
7. Demonstrate the factors that influence which negotiation style is implemented
8. Describe the personal and behavioral characteristics of an effective negotiator
9. Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator
10. Assess your own values and personal style and how they affect the negotiation process
11. Learn about the critical importance of planning and preparation in the negotiation process

你将学到什么

Assess your personal style and how it affects the negotiation process

Describe the personal and behavioral characteristics of an effective negotiator

Identify common negotiation styles

Understand how negotiation differs from selling

课程大纲

周1
完成时间为 1 小时
What is Negotiation?
2 个视频 (总计 24 分钟), 4 个阅读材料, 1 个测验

周2
完成时间为 1 小时
Influencing Factors and Considerations
3 个视频 (总计 36 分钟), 1 个阅读材料, 1 个测验

周3
完成时间为 3 小时
You and Your Counterparts as Negotiators
3 个视频 (总计 29 分钟), 1 个阅读材料, 2 个测验

周4
完成时间为 2 小时
Preparation, Planning and Implementation

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