El dilema del negociador es un fenómeno derivado de la tensión que surge cuando se tiene que discernir sobre la estrategia óptima de negociación ante una situación específica. El término fue popularizado por los precursores de la teoría estratégica en la negociación, los profesores David Lax y James Sebenius de Harvard Business School para ilustrar el predicamento entre cooperar o competir en una negociación.
Estrategias y estilos de negociación
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Estrategias y estilos de negociación
This course is part of Liderazgo y habilidades de negociación Specialization
Instructor: Daniel Meade Monteverde
3,355 already enrolled
Included with 
Gain insight into a topic and learn the fundamentals.
4.7
(78 reviews)
Intermediate level
Some related experience required
Flexible schedule
Approx. 26 hours
Learn at your own pace
99%
Most learners liked this course
What you'll learn
Identificar los estilos de negociación en función de los resultados y relaciones en una negociación
Analizar las opciones estratégicas más efectivas en diferentes contextos de negociación
Resolver problemas complejos que satisfagan los intereses y objetivos de las partes involucradas
Details to know
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Assessments
17 assignments
Taught in Spanish
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This course is part of the Liderazgo y habilidades de negociación Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 4 modules in this course
What's included
2 videos17 readings5 assignments1 discussion prompt
What's included
2 videos9 readings3 assignments1 discussion prompt
What's included
2 videos10 readings4 assignments1 peer review1 discussion prompt
What's included
2 videos10 readings5 assignments1 discussion prompt1 plugin
Instructor
Instructor ratings
4.7 (18 ratings)Offered by
Recommended if you're interested in Leadership and Management
Radio y Televisión Española
Universidad Nacional Autónoma de México
University of Michigan
Universidad de Chile
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