The Art of Negotiation

开始时间: 04/22/2022 持续时间: 4 weeks

所在平台: CourseraArchive 课程类别: 商业与管理学 大学或机构: University of California, Irvine（美国加州大学欧文分校） 授课老师： Sue Robins

课程主页: https://www.coursera.org/course/artofnegotiation

课程评论：没有评论

第一个写评论        关注课程

课程详情

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.

课程大纲

• Learn about the nature of negotiation and how it differs from selling
• Gain awareness of the basic doctrines of negotiation and barriers to effective negotiation
• Explain the role of authority and how to address it in negotiations
• Explain the role of power in negotiations and how to address power inequities
• Explain the positive and negative influences of empowerment
• Learn the different “stances” or negotiation styles negotiators might adopt
• Demonstrate the factors that influence which negotiation style is implemented
• Describe the personal and behavioral characteristics of an effective negotiator
• Demonstrate your grasp of emotional intelligence and how it impacts the effectiveness of a negotiator
• Assess your own values and personal style and how they affect the negotiation process
• Learn about the critical importance of planning and preparation in the negotiation process

课程评论(0条)