This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.
In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more!
Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”.
Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.
Ce cours fait partie de la Spécialisation Negotiation, Mediation and Conflict Resolution
Negotiation Fundamentals
proposé par
Programme du cours : ce que vous apprendrez dans ce cours
Semaine
1Negotiation strategy
In this module you'll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
6 vidéos (Total 35 min), 1 quiz
6 vidéos
Three dimensions of any negotiation4 min
Three strategic tensions5 min
Communication and Active Listening5 min
Communication and Active Speaking5 min
Beware of instinctive pitfalls8 min
1 exercice pour s'entraîner
Practice Quiz "Negotiation strategy"20 min
Semaine
2Negotiation preparation
In this module, you'll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.
6 vidéos (Total 34 min), 2 quiz
6 vidéos
People dimension : 3 elements to be prepared5 min
Problem dimension : Motivation5 min
Problem dimension : Solution at the table and justification5 min
Problem dimension : Solution away from the table5 min
Process dimension : 3 elements to be prepared6 min
2 exercices pour s'entraîner
Practice Quiz final12 min
Graded Quiz final22 min
Semaine
3Value creation & Value claiming
This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques - and how to counter them!
6 vidéos (Total 38 min), 2 quiz
6 vidéos
Why negotiation fail ?7 min
Negotiation on behalf of others : respecting your mandate7 min
Creating value6 min
The usual bargaining tactics (Part 1)6 min
The usual bargaining tactics (Part 2)5 min
2 exercices pour s'entraîner
Practice Quiz final10 min
Graded Quiz - Final30 min
Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices
2 quiz
Semaine
4Negotiation process
This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.
6 vidéos (Total 27 min), 2 quiz
6 vidéos
Doing first things first for effective negotiation - Part 15 min
Doing first things first for effective negotiation - Part 23 min
Doing first things first for effective negotiation - Part 33 min
Doing first things first for effective negotiation - Part 44 min
Reaching the end : And how about the power balance ?4 min
2 exercices pour s'entraîner
Practice Quiz - Final20 min
Graded Quiz - MOOC final22 min
4.7
58 avis30%
a bénéficié d'un avantage concret dans sa carrière grâce à ce cours
29%
a obtenu une augmentation de salaire ou une promotion
Meilleurs avis
par VR•Aug 20th 2018
It gave an insight into how negotiation is everywhere!!! Getting to know the 10 preparation points of negotiation was really a eye opener. Thoroughly enjoy this course..
par CM•Dec 26th 2017
Very well-made course! It gives a very useful overview about negotiation on a quality level. The way of presenting is the best I have jet seen in a Courser course.
Enseignant
Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & BrusselsPolitical Science
À propos de Ecole de commerce ESSEC
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
À propos de la Spécialisation Negotiation, Mediation and Conflict Resolution
This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation.
You will learn the negotiation fundamental skills and tools thanks to the first Course.
With the second course you we will enable you to develop better cross-cultural anticipation and flexibility when you face a negotiation - both key skills in an international environment.
With the third course you will be able to choose and lead a mediation process. You’ll gain a deeper understanding of workplace and international conflict resolution.
At the end of this specialization a capstone project will be the opportunity to apply your new knowledge and skills with practical cases.
Foire Aux Questions
Quand aurai-je accès aux vidéos de cours et aux devoirs ?
Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.
À quoi ai-je droit si je m'abonne à cette Spécialisation ?
Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.
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