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Mastering Negotiation Skills & Strategies

Курс от Northeastern University

Начальный≈ 11 чАнглийский

О курсе

Designed to improve students’ understanding of the negotiations process and their ability to plan and conduct negotiations effectively. Includes such activities as readings, lectures, and discussions as well as case discussions and role-playing negotiation exercises.

Навыки, которые вы освоите

Negotiation Decision Making Business Administration Behavioral Economics Communication Conflict Management Mitigation

Программа курса

4 модулей · 85 учебных материалов

01Getting Started with Negotiations32 материалов

Getting Started

Welcome to Mastering Negotiation Skills & StrategiesЧтение Meet Your Faculty: Sarah WoodsideВидео Providing Mayo Insights: Joe DudasЧтение SyllabusЧтение

Учитесь у экспертов

Sarah Woodside

Associate Teaching Professor, Management & Organizational Development

Mastering Negotiation Skills & Strategies

О курсе

Навыки, которые вы освоите

Программа курса

Getting Started

Учитесь у экспертов

Sarah Woodside

Module Overview

Lesson 1: Negotiation Everyday

Lesson 2: Substance, Relationship, Process

Negotiation Fundamentals: AV, RV, and ZOPA

Lesson 3: Negotiation Fundamentals: BATNA

Lesson 4: Overcoming Anxiety: Preparation

Mayo Spotlight: Joe Dudas Negotiation Roundtable Part 1

Lesson 5: Overcoming Anxiety: Mindset and Communication

Lesson 6: Rights, Power, and Interest Approaches

Lesson 7: What is Negotiation Success?

Lesson 8: Interests

Lesson 9: Options

Lesson 10: Expanding the Pie: Value Creation

Module Wrap-Up

Module Overview

Lesson 1: The 7 Elements Introduced

Lesson 2: Objective Standards

Lesson 3: Communication & The Power of Listening

Lesson 4: Relationship

Lesson 5: Alternatives & Commitment

Lesson 6: The Power of Preparation

Module Wrap-Up

Module Overview

Lesson 1: Biases in Negotiation

Lesson 2: The Mythical "Fixed Pie"

Lesson 3: Overconfidence

Lesson 4: Fundamental Attribution Error and Reactive Devaluation

Lesson 5: Status Quo Bias

Lesson 6: Nonrational Escalation

Lesson 7: Agreement Bias

Module Wrap-Up

Module Overview

Lesson 1: Win-Lose Negotiation

Lesson 2: Hardball Tactics

Lesson 3: How Hardball Tactics Work

Lesson 4: Typical Responses to Hardball Tactics

Lesson 5: The Balcony

Lesson 6: Inquiry and Reframing

Lesson 7: Changing the Parties

Lesson 8: Change the Process or Choose your BATNA

Module Wrap-Up