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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.
This course is part of the Humanities & Soft Skills MicroMasters Program.
What you'll learn
- Identify negotiation styles based on the results and relationships in a negotiation.
- Analyze the most effective strategic options in different negotiation contexts.
- Solve complex problems that meet the interests and objectives of the parties involved.
Topic 1. Dual Strategy
1.1 Negotiation Styles
1.2 Negotiation Tactics
Topic 2. The Implementation Strategy
2.1 Negotiation Preparation
2.2 Agreement Implementation
Topic 3. The Internationalization Strategy
3.1 Cultural Diversity and Negotiation
3.2 International Negotiations
Topic 4. The Strategy of Context
4.1 Complex Negotiations
4.2 Practices in Negotiation