This course, "Negotiation Skills and Effective Communication," offered by Tecnológico de Monterrey, delves into the intricacies of negotiation, effective communication, and conflict resolution. Through active learning mechanisms, participants will learn key negotiation skills, communication techniques, and critical thinking to manage emotions and resolve conflicts constructively. The course explores the structure of effective communication in negotiation, the role of emotions, management of irreversible consequences, and the strategic use of emotions in negotiations. Participants will develop critical thinking skills to manage emotions and resolve conflicts effectively.
Throughout the course, participants will explore the classification of interests and the definition of objectives, with a focus on problem-solving and consensus-building. The content also covers the conflict spiral and its stages, emphasizing the importance of changing the frame of reference to avoid conflict escalation. The course integrates practical exercises, self-evaluation, and peer evaluation to enhance learning and application of the skills taught. Overall, this course offers a dynamic and practical approach to improve negotiation skills, communication techniques, and conflict resolution strategies in diverse situations.
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This course comprises four comprehensive modules that cover the structure of negotiation, effective communication, interests and positions, and conflict resolution. Participants will explore key skills and techniques essential for successful negotiations and conflict management in diverse scenarios.
Negotiation Analysis: the negotiation dance. BATNA and ZOPA. This module focuses on managing the rhythm of negotiation by interpreting anchors, managing time, and the magnitude of offers. Participants will gain insights into the structure of effective communication in negotiation, with an emphasis on identifying opportunities for improvement.
The Role of Emotions in Negotiation. This module delves into emotional intelligence, self-awareness, self-control, and social management in negotiation scenarios. Participants will explore the strategic use of emotions in negotiations and learn to avoid misunderstandings in communication through practical exercises and peer evaluation.
Interests and Positions. This module explores the classification of interests and the definition of objectives, focusing on problem-solving and consensus-building. Participants will develop critical thinking skills and learn to generate alternatives to achieve consensus in negotiation scenarios.
Conflict Resolution. This module covers the conflict spiral and its stages, emphasizing the importance of changing the frame of reference to avoid conflict escalation. Participants will develop skills to manage conflicts effectively and prevent them from getting out of control in the negotiation process.
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