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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/negotiation-fundamentals
课程评论：没有评论
课程名称：谈判基础 概述：本课程由 Aurélien Colson 教授及其团队提供，结合了来自超过七十个国家在各个领域（服务、工业、高科技和公共组织）获得的谈判实用工具和最佳实践。通过互动的方式，您将学习如何准备谈判、避免陷阱、促进创造价值的合作关系、构建有效的谈判顺序、以高效和尊重的方式进行讨价还价、克服僵局等。 谈判不仅仅是决定谁立即获得什么，更重要的是创造富有成效、公平且具有长期合作关系的伙伴关系。该课程将引导您通过创新和经过验证的方法实现共赢，但不以任何代价。 结合其专项内容，本课程将引导您在各个层面进行高影响力和可持续的谈判，无论是解决人员管理问题、达成销售协议，还是进行涉及多个利益相关者的高层战略或政治谈判。 课程大纲： 1. **谈判策略**：本模块将概述谈判策略，帮助您理解谈判的重要性，介绍谈判的三个维度：人、问题和过程。您将探讨谈判者的两个基本工具：积极倾听和有效表达。同时，将了解有关谈判的几个反生产假设。 2. **谈判准备**：本模块专注于谈判准备，展示如何随时随地为任何谈判做好准备，即使您没有太多时间。您将获得一个包含十大要点的清单，以帮助您真正做好准备。 3. **价值创造与价值索取**：该模块的多个学习目标包括分析谈判中的失败或僵局因素，并开发应对策略。您将学习如何代表他人进行谈判，获取正确的指示并尊重谈判授权。此外，您将学习通过谈判创造价值的技巧，并了解最典型的讨价还价技巧及其反制方法。 4. **同行评估：谈判准备与价值创造**：此模块将涉及相关的课程选择。 5. **谈判过程**：最后一个模块将帮助您规划谈判的必要顺序，并在预定阶段中有效组织它们。您将学习如何处理谈判桌上的权力平衡问题。 通过本课程的学习，您将能够在多种场合中进行更有效和高效的谈判。
Name:Negotiation strategy
Description:In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
Name:Negotiation preparation
Description:In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.
Name:Value creation & Value claiming
Description:This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!
Name:Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices
Description:
Name:Negotiation process
Description:This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.
This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations. In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.
