Fechas
In a continuously evolving business environment, mastering complex and mutually beneficial negotiations is essential. This course equips professionals with key skills and strategies to effectively address and resolve challenging negotiations. With a practical and participatory approach, participants learn to identify agreement opportunities, apply negotiation tactics tailored to their personal style, and manage emotions effectively during the negotiation process.
The program focuses on enhancing participants' ability to generate value and manage interactions within groups and organizations. It promotes the development of advanced competencies for effective negotiation in contexts marked by diverse interests and the complexity of relationships. Through the analysis of concrete case studies and the use of innovative resources, the program prepares professionals to forge strategic agreements that are sustainable and beneficial for all parties, thereby strengthening lasting relationships and advancing their successful career trajectory.
Blended learning
46 hours
The online classes take place on Mondays and Wednesdays from 6:00 PM to 8:00 PM. The in-person classes are held on Saturdays from 8:30 AM to 12:30 PM.
$790 + VAT
Learning Objectives
- Provide participants with the skills and strategies needed to approach and resolve complex negotiations.
- Develop the ability to achieve beneficial and sustainable agreements.
- Enhance skills for negotiating and reaching agreements in complex, group, and organizational environments, managing multiple stakeholders and intricate dynamics.
Content
Complex Negotiations and Tactics
Complex Negotiations: Zones of Possible Agreements
This section focuses on developing strategies and skills to identify areas of agreement in complex negotiations. Participants explore potential zones of understanding and learn how to maximize them to achieve beneficial agreements for all involved parties. Case studies are analyzed, and practical tools are applied to enhance the ability to find and exploit consensus areas in challenging negotiation environments.
Negotiation Tactics: Style and Emotion
This section delves into specific negotiation tactics, focusing on managing personal style and emotions during the negotiation process. Participants explore how personal style impacts negotiations and learn strategies to adapt their approach according to different situations. Additionally, emotional management is addressed to achieve effective results, enabling negotiators to approach interactions with greater confidence and skill.
Advanced Negotiation: Value Creation and Agreements
Advanced Negotiation Analysis: Value Creation
This section focuses on advanced techniques for value creation during negotiations. Participants review various strategies and methodologies to identify opportunities and maximize the potential of agreements. Case studies are analyzed, and practical tools are applied to foster innovation in value creation, allowing negotiators to achieve optimal and beneficial results for all involved parties.
Advanced Negotiation: Group and Organizational Agreements
This section explores the dynamics and specific strategies necessary for negotiating agreements in complex group and organizational environments. Practical cases are analyzed to understand how to manage multiple stakeholders, resolve conflicts, and reach effective agreements in contexts with interorganizational dynamics. The focus is on developing collaborative and strategic skills, enabling successful agreements in challenging environments.