Habilidades humanas y de negocios para negociar

Go to Course: https://www.coursera.org/learn/habilidades-negociacion

Introduction

**Course Review: "Habilidades humanas y de negocios para negociar" on Coursera** Negotiation is an art that transcends mere transactions; it is an essential skill that involves understanding human interactions, desires, and needs. The Coursera course "Habilidades humanas y de negocios para negociar" (Human and Business Skills for Negotiating) offers a comprehensive exploration of negotiation principles with a strong emphasis on human interaction and satisfaction of desires. This course is particularly valuable for those seeking to enhance their negotiation skills in both personal and professional settings. ### Course Overview The course dives deep into the effectiveness of negotiations, centering around the notion that understanding oneself and others is crucial in achieving successful outcomes. Participants learn to navigate the complexities of negotiations by recognizing the diverse needs and motivations of the involved parties. ### Syllabus Breakdown 1. **Introducción a negocios y negociaciones** The opening module sets the foundation for understanding negotiations as fundamentally human interactions. It encourages learners to appreciate that the most critical element in any negotiation is recognizing and addressing the underlying needs and desires of the participants. 2. **Identificando las necesidades de los actores de la negociación** This section sharpens your ability to identify and classify the needs of clients and negotiation counterparts. It dives into motivational aspects and emphasizes the notion that everyone operates from their own set of motivations, which is pivotal in steering the negotiation process. 3. **Conociendo y penetrando en el mundo de las razones de los negociadores a través de las preguntas** Learners are taught to unpack the subtleties of clients’ thoughts and desires through strategic questioning. This module illustrates the importance of asking the right questions to foster understanding and empathy between negotiating parties, which can lead to more fruitful outcomes. 4. **Crear argumentos para negociar utilizando palabras y escuchando** This section focuses on crafting persuasive arguments rooted in the client’s needs. It integrates the technique of characteristics, values, and benefits (CVB), highlighting the delicate balance between articulating desires and actively listening. This balance is paramount, as effective listening is critical to understanding the other party's position. 5. **Solución de objeciones y cierre de la negociación** Finally, the course addresses how to handle objections and successfully close a negotiation. Students are taught to recognize and resolve the common doubts that clients harbor, turning objections into opportunities for clarification and agreement. ### Why You Should Take This Course 1. **Expertise and Insight**: The content is crafted by experts in the field of negotiation who share valuable insights drawn from real-world experiences. The blend of theory and practical techniques prepares learners to apply what they've learned effectively. 2. **Interactive Learning**: The course encourages active participation and provides opportunities to engage with scenarios that mirror real-life negotiations. This practical approach enhances retention and proficiency. 3. **Self-Improvement Focus**: Beyond just learning negotiation techniques, the course emphasizes personal growth and self-awareness, which are essential for improving interpersonal skills. 4. **Accessibility**: Being hosted on Coursera means that the course is accessible to a broad audience, regardless of geographical location. You can learn at your own pace and revisit previously covered material whenever necessary. 5. **Comprehensive Toolkit**: By the end of the course, participants will have a well-rounded set of tools and strategies to navigate complex negotiations effectively, making it a worthy investment for anyone looking to improve their negotiation skills. ### Conclusion In summary, "Habilidades humanas y de negocios para negociar" stands out as a meticulously structured course that empowers participants to excel in negotiation scenarios by cultivating a profound understanding of human interactions. Whether you’re a novice looking to learn or a seasoned professional wanting to refine your skills, this course is a valuable resource that promises to equip you with essential knowledge and practical strategies. I highly recommend enrolling in this course to transform your negotiation prowess and enhance your professional relationships.

Syllabus

Introducción a negocios y negociaciones

En este curso, analizaremos los conceptos de efectividad de una negociación relacionados con la gente y los deseos que quieren realizar, pues en cualquier asunto que vayamos a negociar, el aspecto más importante será la interacción humana, la satisfacción de sus necesidades y deseos, así como los estadios o situaciones que desean obtener y evitar.

En este módulo se contemplarán aspectos como las necesidades del cliente, su clasificación y conceptos de valor agregado. Asimismo se considerarán aspectos motivacionales por los cuales los clientes o contraparte quedan, remarcando que "la gente actúa por sus propias razones y no por la nuestras".

Veremos un enfoque sobre los pensamientos, necesidades, problemas y deseos de los clientes, presentando los métodos para el acercamiento a la contraparte para desarrollar compresión y entendimiento que realizamos a través del empleo de preguntas que desarrollan un completo servicio de ayuda y asesoría al cliente o contraparte.

A continuación presentaremos los lineamientos y guías para elaborar las soluciones a los problemas e intereses de los clientes considerando el empleo de la técnica de característica, ventaja y beneficio (CVB), utilizando las palabras que intensifican los deseos y que permiten sostener en el oponente la tensión resultante de la diferencia entre deseo insatisfecho y problema, sin dejar de considerar que la escucha es un elemento que se aplica en forma necesaria en todo el proceso de negociación.

Finalmente llegamos al momento de las decisiones a través de solucionar las tres dudas que todo cliente tiene en la cabeza, las cuales le generan objeciones y para nosotros representan una gran oportunidad pues, una vez resueltas, podremos conducirnos inmediatamente al cierre de la negociación.