In an increasingly competitive working 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, ranging 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 spotting micro-expressions and lies. With labour market demand booming for experts in negotiation, this online training course will provide you with the tools you need to excel and take the lead in your sector. Upon completing the course, you will be prepared to successfully tackle any negotiation challenge by implementing a sound and effective strategic plan.
Negotiation based on the Harvard Business Model
Negotiation
30 hours
Introduction
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 tendering processes.
-
Integrate strategies to address the negotiator’s dilemma.
-
Improving the effective communication in negotiation processes.
-
Interpreting the body language and detect micro-expressions.
Table of Contents
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 CLAIMS
1. Claim 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. THE INTEGRATION OF STRATEGIES. MANAGING THE NEGOTIATOR’S DILEMMA
1. The integration of strategies
2. The conduct of the negotiation process
3. The 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 person you are speaking to
TEACHING UNIT 6. TACTICAL ASPECTS. THE NEGOTIATOR’S BODY LANGUAGE
1. Introduction to Kinesis: Paul Ekman’s Method
2. Micro-expressions. How to Interpret Them
3. Lie Detection
More related courses
Your questions answered
Why choose Educa.Pro?
Educa.Pro enables organisations to centralise training management, personalise learning and gain clear insights into the impact of training programmes. Thanks to its AI-powered technology, organisations can optimise their learning strategies, enhance talent development and make data-driven decisions.
Can the courses be taken at your own pace?
Yes. Most of the courses on Educa.Pro are self-paced and on-demand, allowing users to progress at their own pace without missing out on progress tracking or assessments, which makes it easier to fit them around work or study commitments.
What levels of security and compliance does the platform offer?
Educa.Pro complies with security standards designed to protect user and organisational data. Furthermore, it supports the traceability of certifications, digital signatures and the management of assessments, thereby ensuring regulatory and legal compliance in both educational and corporate environments.
What support and guidance does Educa.Pro offer?
The Educa.Pro team offers comprehensive support throughout implementation, roll-out and adoption, ensuring that organisations get the most out of the platform and achieve measurable results from day one.