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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/negotiation-strategies-and-styles
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课程名称：谈判策略与风格 课程概述： 谈判者的困境是一种现象，源于在特定情况下，需要辨别最佳谈判策略时所产生的紧张局面。该术语由哈佛商学院的David Lax和James Sebenius教授普及，用于阐明谈判中合作与竞争之间的困境。本课程首先分析了双矩阵的结构，提出了五种谈判策略，识别出每种策略的优缺点以及其最佳应用场景。 我们将研究导致每种策略的行为，反思我们的谈判特点，这些特征往往促使我们采用一种优先策略，但未必能带来预期的结果。学员将发展战略决策能力，使他们能在谈判中获得最大收益，实现各方价值创造与满意度。 课程大纲： 第一部分：双重策略 本部分介绍双矩阵结构，它包含每次谈判的两个相关变量：协议的结果和谈判方之间的关系，旨在识别不同的谈判风格与相关行为。 第二部分：实施策略 在此部分，学习谈判准备的重要性及其超越协议的重要性。课程结束时，学员将能够构思计划并制定谈判议程，掌握将协议视为手段而非目的的原则，并养成实施已达成协议的纪律。 第三部分：国际化策略 本部分将探讨文化在国际谈判中的相关性，重申从文化多样性和识别差异中准备的重要性，以促进对话，并努力克服刻板印象，融入社会人类学关于文化原型的进展。 第四部分：情境策略 恭喜你到达本课程的最后一部分！这段内容旨在为学员带来愉悦的学习体验，促使你将所学知识应用于专业实践。该部分的关键字为“情境”，即理解某事存在或发生的情况，及其解释的背景。在谈判的角度，这涉及根据内容的不同类型识别谈判。
Part: 1
Title:Topic 1. Dual Strategy
Description:Welcome to Topic 1 of the course Negotiation Strategies and Styles: Dual Strategy: Negotiation Styles. In this section, you’ll learn about the dual matrix structure, which has two relevant variables for every negotiation: the results of the agreement and the relationships between the negotiating parties. This has the purpose of identifying different negotiation styles or profiles and their inherent behaviors.
Part: 2
Title:Topic 2. The Implementation Strategy
Description:Welcome to the topic of The Implementation Strategy. In this section, you’ll learn about the importance of preparation for negotiation and the need to go beyond the agreement and into implementation. At the end of this topic, you’ll be able to conceive of a plan and develop a negotiation agenda, while you learn the necessary principles for changing your mentality by seeing the agreement as a means not an end. Then, what follows is to adopt the discipline of implementation for the agreements you have reached.
Part: 3
Title:Topic 3. The Internationalization Strategy
Description:Welcome to the third topic of the course on Negotiation Strategies and Styles: The Internationalization Strategy. In this section, we’ll study the relevance of culture in international negotiations. We will return to the importance of preparation from the perspective of cultural diversity and the recognition of differences as an element of dialogue. We will try to overcome the ostracism of stereotypes to incorporate the advances in social anthropology as related to cultural prototypes.
Part: 4
Title:Topic 4. The Strategy of Context
Description:Congratulations for having arrived here! I can assure you that you won’t regret it; we’ve prepared a closing that is going to leave a pleasing taste of learning and you’re going to want to put this knowledge into your professional practice from now on. The key word in this section is “context,” which is why we’ve called this the Strategy of Context. Context is understood as “the situation within which something exists or happens, and that can help explain it.” (Cambridge Dictionary). From the perspective of negotiation, this refers to the negotiation types according to their content.
The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard Business School, to exemplify the dilemma between cooperating and competing in a negotiation. In this course, we first analyze the structure of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which they work out best. We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, which has historically driven us to use a preferential strategy, but which is not necessarily yielding the results expected. The participant will develop competences for strategic decision making, which will enable him to achieve the greatest benefit from a negotiation, in terms of creation of value and satisfaction between the parties involved.
