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所在平台: Udemy |
课程主页: https://www.udemy.com/course/opportunity-negotiation-fundamentals/
课程评论：没有评论
课程名称：机会谈判基础 课程概述：如果您正在阅读这段文字，那么您已经意识到谈判培训对您有重要的帮助。实际上，您可能比自己想象的还要频繁地进行谈判。某些谈判是显而易见的，比如与大公司达成销售交易。而有趣的是，您实际上几乎在每个时候都在进行谈判——只要您需要与他人达成某种协议以实现目标，您就是在谈判。不论是请求同事承担特定任务，还是与客户进行成功通话，亦或是与经理进行一对一的职业讨论，这些场景皆是谈判。尽管我们经常进行谈判，但大多数人并没有真正了解如何有效地进行谈判。更糟糕的是，如果您没有得到良好的谈判培训，您很可能是依据电影和电视节目的直觉进行谈判，而这种直觉往往与成功谈判所需的做法相反。也许您是那些因为将谈判视为冲突而选择回避的人。如果是这样，最自然的反应就是完全避免谈判。但我们能够改善这一点。本课程将教您所有必要的知识，使您成为一名优秀的谈判者。课程围绕一种名为机会谈判的方法论展开，该方法最初为高价值销售谈判而开发，并立即展现了其有效性，促进了更快速、更具价值的谈判，同时维持了买卖双方之间的良好关系。机会谈判方法论不仅适用于销售，还成功应用于各种场景。本课程同样适合您与邻居或配偶的谈判，就如同与客户的谈判一样。该自学版的基础课程包括所有用于培训销售团队及教授斯坦福法学院下一代交易者的内容。它提供了一个完整的谈判系统，让您能够理解谈判中发生的一切，并自信地在谈判的每个瞬间做出反应。 您将学习如何将谈判中的每个时刻视为姿态、原则和实践三种元素的组合。您将学习机会姿态为何优于其他姿态，以及如何在谈判中设定和使用机会姿态。您将学习成功的原则——与机会姿态自然对齐并推动谈判朝价值创造方向发展的策略。您将培养强大的实践能力，学习如何运用谈判工具和防范谈判技巧。课程通过一系列视频讲座构建——这些讲座与我现场课堂上的讲座一致，并辅以讨论问题，以加深您对讲座内容的理解。这是一门极为高效的课程，视频内容总时长不到三小时，分为小节，集中讨论姿态、原则或实践的单一元素。学生们普遍反馈称这门课程让他们对谈判有了新的认知，他们能够理解谈判的每个瞬间，明确自己的行动和最佳做法。从那时起，关键只在于实践——将所学应用于实际谈判中。
If you have made it this far, then you already have a sense that negotiation training can do something important for you. And you're right - in fact, you are probably even more right that you know, because you are actually negotiating far more often than you might think. Some negotiations are easy to spot - I've made a career out of these types of negotiations, helping to close sales deals with big companies. But the interesting reality is that you are actually negotiating all of the time. Any time you need to reach an agreement with someone else in order to achieve something, you are engaged in a negotiation with that person. Are you emailing a teammate to ask them to take on a specific task in order to achieve a larger project? Are you on a success call with a customer? Are you having a one-on-one with your manager to talk about you career path? All of those situations are negotiations - it is an activity that we find ourselves engaged in all of the time, with everyone around us. Even though we are negotiating all of the time, very few of us are doing it with any real sense for how it should be done. Worse yet, if you haven't had good negotiation training, then you are probably negotiating from a set of intuitions built on movies and TV shows, and those intuitions are often the exact opposite of what you should be doing in order to negotiate successfully. And maybe you are one of those people who avoid negotiating because you think of negotiation as conflict. If you do, then the most natural thing to do - the most human thing to do - is to avoid negotiation altogether. But we can fix that. This course will teach you everything you need to know in order to become a great negotiator.It is built around a methodology called Opportunity Negotiation. Opportunity Negotiation was developed for high-value sales negotiations, and it immediately proved itself, delivering negotiations that moved more quickly, generated more value, and maintained great relationships between buyers and sellers. But it isn't just for sales. The Opportunity Negotiation methodology has been successfully applied across all kinds of contexts, and this Fundamentals Course is just as good at helping you negotiate with your neighbor or spouse as it is at helping you negotiate with a customer. This self-paced version of the Fundamentals Course includes all of the content that has been used to train sales teams and to teach the next generation of dealmakers at my negotiations course at Stanford Law School. It offers a complete system to negotiation, giving you a way to understand everything that is happening and to move confidently from moment to moment in your negotiations. In this course, you will learn to think about every moment in a negotiation as a combination of three elements: Posture, Principle, and Practice. You will learn why an Opportunity Posture outperforms all others and how to set and use an Opportunity Posture in your negotiations. You will learn the most successful Principles to follow - the strategies that align naturally to your Opportunity Posture and steer negotiations toward value generation. And you will develop a powerful set of Practices, learning how to deploy Negotiation Tools and how to defend against Negotiation Tricks. The course is built around a series of video lectures - the same lectures that you would experience in one of my live classes. The lectures are supplemented with discussion questions designed to both check and deepen your understanding of the lectures. And it is an incredibly efficient course. The video content clocks in at just under three hours, divided into small individual lessons that focus on a single element of Posture, Principle, or Practice. Students describe the experience of the course as having their eyes opened - they see negotiation differently than they had before, they understand what is happening from moment to moment, they know what they need to do and how best to do it. From there, it is just about practice - applying what they have learned in their negotiations.
