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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/negotiation-skills-and-effective-communication
课程评论：没有评论
课程名称：谈判技巧与有效沟通 课程概述：我们每天的开始便是在进行谈判，在工作、社交与家庭的互动中随处可见。但您是否想过，自己的谈判效率如何，是否还有提升的空间？本课程为您提供了一个直接的机会，以实践您所学到的知识，确认谈判过程的动态性以及持续改进的可能性。 本课程整合了最新的谈判技能发展进展，以简单直接的方式应对现代生活中的复杂性。我们将首先探讨有效沟通在谈判中的结构，旨在识别我们的机会区域，并通过积极学习机制进行改善。 情感在谈判过程中的作用同样不可忽视。我们需要认识、管理并利用情感，运用情感智力来提升谈判效果。谈判的定义是两个或多个利益相对立的主体之间的互动，这要求掌握解决问题的技能。在本课程中，您将学习提前识别和管理谈判的不可逆转后果。 课程大纲： 1. 主题一：谈判结构 介绍谈判过程的原则以及特定术语，如BATNA（替代方案）、ZOPA（谈判范围）和锚定技巧等。 2. 主题二：谈判中的有效沟通 探讨情感与理性在谈判过程中的影响，强调人际沟通的三大支柱：感知、认知和情感。 3. 主题三：利益与立场 超越交易的表面立场，深入探讨构成价值创造基础的潜在利益，促进双方互利并建立长期关系。 4. 主题四：冲突解决 分析冲突的结构，采用对抗模型中的一种强大技巧——改变参照框架，力求在冲突升级前进行有效解决，维护谈判各方的关系。 本课程为您探索谈判的各个维度提供了全面的视角，助您成为更优秀的谈判者。
Name:Topic 1. Structure of a Negotiation
Description:Welcome to the first topic of the course: Negotiation Skills and Effective Communication. Check out the introduction and objectives of the course below. Throughout this course, you’ll learn the principles that govern the negotiation process and the specific nomenclature of the negotiation argot, including the BATNA (alternative to a negotiation), the ZOPA (negotiation range) and the anchoring technique which is the detonator of the dynamics known as the negotiation dance.
Name:Topic 2. Effective Communication in Negotiation
Description:Welcome to the second topic of our course: Negotiation Skills and Effective Communication In this topic we are going to venture into the fascinating world of emotions and their impact on the negotiation processes, exploring the ancient dilemma of the emotional and the rational. We’ll do this by first considering emotions in the context of human communication and the three pillars that support it: perceptions, cognition, and emotions.
Name:Topic 3. Interests and Positions
Description:Welcome to Topic 3. Interests and Positions. In this topic, we are going to extend the concept of negotiating beyond the characteristic positions of a transaction, consisting of physical elements like value that we complain (bargain) about. We are going to venture into the underlying interests that make up the foundation of value creation, in which the parties involved in the negotiation process mutually benefit, and at the same time promote long term relationships. This paradigm is known in specialized literature as negotiation based on interests.
Name:Topic 4. Conflict Resolution
Description:Welcome to Topic 4: conflict resolutions. We will analyze the structure of a conflict, using the architecture of the conflict spiral to try to resolve it before it escalates and becomes a confrontation. In order to do so, we enter a counter-intuitive model with a very powerful skill known as changing the frame of reference. This a very effective method to achieve successful negotiations without damaging the relationships of the parties involved.
We start making negotiations as soon as our day begins, through all our interactions, either work, social, or family-related. But have you ever wondered how efficiently you negotiate, and whether you could be better at it? This is a straightforward opportunity to put into practice all the knowledge you have acquired, and to confirm that the negotiation process is dynamic and can always be improved. The course integrates the most recent advances in the development of negotiation skills, based on modern life complexities, in a simple and direct way. We start out with the structure of effective communication in a negotiation, with the intention of identifying our opportunity areas, and improving them through active learning mechanisms. And what can we say about the role emotions play in a negotiation process? It is necessary to acknowledge , manage, and take advantage of them by using emotional intelligence mechanisms. Negotiation, by definition, implies the relationship between two or more parties who eventually express opposing interests and demand skills for problem-solving. In this course you will learn to identify and manage its irreversible consequences in advance.
