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初級

完成時間大約為13 小時

建議:4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

英語(English)

字幕:英語(English)

100% 在線

立即開始,按照自己的計劃學習。

可靈活調整截止日期

根據您的日程表重置截止日期。

初級

完成時間大約為13 小時

建議:4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours. ...

英語(English)

字幕:英語(English)

教學大綱 - 您將從這門課程中學到什麼

1
完成時間為 1 小時

Negotiation 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.

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6 個視頻 (總計 35 分鐘), 1 個測驗
6 個視頻
Three dimensions of any negotiation4分鐘
Three strategic tensions5分鐘
Communication and Active Listening5分鐘
Communication and Active Speaking5分鐘
Beware of instinctive pitfalls8分鐘
1 個練習
Practice Quiz "Negotiation strategy"20分鐘
2
完成時間為 1 小時

Negotiation 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.

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6 個視頻 (總計 34 分鐘), 2 個測驗
6 個視頻
People dimension : 3 elements to be prepared5分鐘
Problem dimension : Motivation5分鐘
Problem dimension : Solution at the table and justification5分鐘
Problem dimension : Solution away from the table5分鐘
Process dimension : 3 elements to be prepared6分鐘
2 個練習
Practice Quiz final12分鐘
Graded Quiz final22分鐘
3
完成時間為 1 小時

Value 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!

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6 個視頻 (總計 38 分鐘), 2 個測驗
6 個視頻
Why negotiation fail ?7分鐘
Negotiation on behalf of others : respecting your mandate7分鐘
Creating value6分鐘
The usual bargaining tactics (Part 1)6分鐘
The usual bargaining tactics (Part 2)5分鐘
2 個練習
Practice Quiz final10分鐘
Graded Quiz - Final30分鐘
完成時間為 4 小時

Peer assessment : Negotiation Preparation & Value Creation: Lesson Choices

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2 個測驗
4
完成時間為 1 小時

Negotiation 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.

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6 個視頻 (總計 27 分鐘), 2 個測驗
6 個視頻
Doing first things first for effective negotiation - Part 15分鐘
Doing first things first for effective negotiation - Part 23分鐘
Doing first things first for effective negotiation - Part 33分鐘
Doing first things first for effective negotiation - Part 44分鐘
Reaching the end : And how about the power balance ?4分鐘
2 個練習
Practice Quiz - Final20分鐘
Graded Quiz - MOOC final22分鐘
4.7
70 個審閱Chevron Right

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通過此課程獲得實實在在的工作福利

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來自Negotiation Fundamentals的熱門評論

創建者 VRAug 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..

創建者 CMDec 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.

講師

Avatar

Aurélien Colson

Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

關於 ESSEC商学院

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. ...

關於 Negotiation, Mediation and Conflict Resolution 專項課程

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....
Negotiation, Mediation and Conflict Resolution

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