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Negotiation Based on the Harvard Business Model

Cross-cutting
Digital Skills

Soft skills

Duration

30h

PRESENTATION

In an increasingly competitive work environment, the ability to negotiate effectively has become an invaluable asset. The Negotiation Course Based on the Harvard Business Model offers you the opportunity to master the most advanced negotiation techniques, based on the prestigious Harvard method. This course will equip you to understand Negotiation as a process—from competitive to collaborative tactics—enabling you to claim and create value in any situation. You’ll learn to identify different types of negotiators, refine your communication strategies, and unravel the secrets of body language—all essential for detecting microexpressions and lies. With demand for experts in negotiation, this online training will provide you with the tools you need to excel and lead in your industry. Upon completing the course, you will be prepared to successfully tackle any negotiation challenge by implementing a solid and effective strategic plan.

Objectives

  • Understanding the fundamentals of the Harvard method of negotiation.

  • Identify the types of negotiators and its characteristics.

  • Implement strategies to complaint y creation of value.

  • Develop effective tactics in competitive negotiations.

  • Integrate strategies to address the negotiator's dilemma.

  • Improve the effective communication in negotiation processes.

  • Interpreting the body language and detect microexpressions.

Syllabus

TEACHING UNIT 1. FUNDAMENTALS OF THE HARVARD NEGOTIATION METHOD 1. Negotiation as a Process 2. Negotiation Strategies 3. The 7 Elements 4. Types of Negotiators 5. Characteristics of a Good Negotiator TEACHING UNIT 2. NEGOTIATION STRATEGIES I. COMPETITIVE NEGOTIATIONS. VALUE CLAIMING 1. Claiming Value 2. Competitive Negotiations: Tactics 3. Price Negotiation: The ZOPA TEACHING UNIT 3. NEGOTIATION STRATEGIES II. COLLABORATIVE NEGOTIATIONS. CREATING VALUE 1. The Principles of Value Creation 2. The Essence of Negotiation: Interests 3. Using Relationships and Communication to Create Value TEACHING UNIT 4. INTEGRATING STRATEGIES. MANAGING THE NEGOTIATOR’S DILEMMA 1. Integrating Strategies 2. Executing the Negotiation Process 3. Stages of Negotiation 4. The Strategic Negotiation Plan 5. The “Closing” TEACHING UNIT 5. COMMUNICATION 1. The Communication Process 2. Types of Communication 3. Barriers to Communication 4. Effective Communication 5. Important Aspects of Interacting with the Negotiation Partner TEACHING UNIT 6. TACTICAL ASPECTS. THE NEGOTIATOR’S BODY LANGUAGE 1. Introduction to Kinesis. Paul Ekman’s Method 2. Microexpressions. Their Interpretation 3. Detecting Lies
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Are the Educa PHAROS courses eligible for credit?

Many courses can be credited toward the master's programs at Structuralia.
Specialized Courses Catalog

Facts about our area

+ 1.483

Hours

+88.999

Minutes

264

Courses

Educa PHAROS is a next-generation training model that places a company’s human capital at the forefront. Through a platform that adapts to each company’s corporate identity and offers a total of more than 900 courses, it provides tailored training for each organization. The unlimited flat-rate plan provides each company with the number of courses that best suits its needs, as well as the ability to determine which employees will have access.
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