انتشار: Dec 2014
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آموزش مذاکره موفق: استراتژی ها و مهارت های ضروری

مدرس George Siedel
انتشار 2014/12/17
مدت زمان 8h 45m
سطح مبتدی
فایل تمرینی ندارد
Welcome to Successful Negotiation!-Introduction and Overview
Course Goal and Game Plan ()
Course Focus
How to Succeed in This Course
Earning a Course Certificate
Help us learn more about you!
Introduction to the University of Michigan ()
About the Professor
Syllabus
Suggested Readings
Prepare: Plan Your Negotiation Strategy-Course Materials
After completing this module, you will be able to...
Suggested Readings
Assess Your Negotiating Style
Checklist of Ethical Standards and Guidelines
Prepare: Plan Your Negotiation Strategy-Should I Negotiate? Position Based and Interest Based Negotiation
Should I Negotiate? ()
A Position Based or Interest Based Negotiation ()
Prepare: Plan Your Negotiation Strategy-A Dispute Resolution or Deal Making Negotiation?
A Dispute Resolution or Deal Making Negotiation? ()
Prepare: Plan Your Negotiation Strategy-Analyzing the Negotiation
Analyzing the Negotiation ()
Prepare: Plan Your Negotiation Strategy-Best Alternative to a Negotiated Agreement
Your BATNA in a Dispute Resolution Negotiation ()
Using Decision Trees to Complete Your BATNA Analysis ()
Prepare: Plan Your Negotiation Strategy-Cross-Cultural Negotiations
Cross-Cultural Negotiations ()
Prepare: Plan Your Negotiation Strategy-Ethical Issues and Standards
How to Handle Ethical Issues ()
General Ethical Standards ()
Prepare: Plan Your Negotiation Strategy-Agents
Using Agents in Negotiations ()
Negotiate: Use Key Tactics for Success-Course Materials
After completing this module, you will be able to...
Suggested Readings
Developing Your Negotiating Power
Checklist of Psychological Tools
Negotiate: Use Key Tactics for Success-Getting to Know the Other Side and Using Power in Negotiations
Getting to Know the Other Side ()
Using Power in Negotiations ()
Negotiate: Use Key Tactics for Success-Psychological Tools: Introduction and Mythical Fixed Pie Assumption
Introduction to Psychological Tools; Mythical Fixed Pie Assumption ()
Negotiate: Use Key Tactics for Success-Anchoring, Overconfidence, and Framing
Psychological Tools: Anchoring ()
Psychological Tools: Overconfidence ()
Psychological Tools: Framing ()
Negotiate: Use Key Tactics for Success-Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective
Psychological Tools: Availability ()
Psychological Tools: Escalation ()
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective ()
Close: Create a Contract-Course Materials
After completing this module, you will be able to...
Suggested Readings
Contract Law Checklist
Close: Create a Contract-About Contract Law
Perspectives on Contracts ()
Sources of Contract Law ()
Close: Create a Contract-Creating Contracts
Creating Contracts: The Agreement ()
Creating Contracts: Consideration and Legality ()
Creating Contracts: Writing Requirements ()
Close: Create a Contract-Business vs. Legal Objectives in Contracting
Business vs. Legal Objectives in Contracting ()
Perform and Evaluate: The End Game-Course Materials
After completing this module, you will be able to...
Suggested Readings
Life Goals Analysis
Perform and Evaluate: The End Game-Dispute Prevention
Dispute Prevention ()
Perform and Evaluate: The End Game-ADR Concepts and Tools
ADR Concepts ()
ADR Tools ()
Perform and Evaluate: The End Game-Arbitration
Arbitration ()
Arbitration (Conclusion) ()
Perform and Evaluate: The End Game-Mediation
Mediation ()
Mediation (Conclusion) ()
Perform and Evaluate: The End Game-Contract Performance Review and Evaluation
Contract Performance Review and Evaluation ()
Practice Your Negotiation Skills-Your Negotiation Exercise
During this exercise, you will...
Negotiating with Investors: Practice Your Negotiation Skills in an Interactive Experience
Post-Experience Survey Opportunity
Practice Your Negotiation Skills-Course Materials
During this exercise, you will...
Suggested Readings
Introduction to Negotiation Exercise ()
Tracy: Instructions and Confidential Information
Pat: Instructions and Confidential Information
Practice Your Negotiation Skills-Planning for Negotiation and Negotiation Tactics
Negotiation Debrief: Planning for Negotiation ()
Negotiation Debrief: Planning for Negotiation (Conclusion) ()
Negotiation Debrief: Negotiation Tactics ()
Negotiation Debrief: Psychological Tools ()
Negotiation Debrief: Psychological Tools (Conclusion) ()
Negotiation Debrief: Creating and Performing the Contract ()
Negotiation: Building a Larger Pie ()
Self-Assessment and Feedback for the Other Side
Final Examination-Final Examination
Final Examination: Instructions and Honor Code
Some important reminders
Post-course Survey
Keep Learning with Michigan Online!

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