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Managerial Negotiations

Negotiate to win
Course from Udemy
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Negotiations Theory and Practice
Increase Self-Efficacy in Negotiations
Identify their own Conflict Styles

The first premise of this course is that negotiation is a critical capability for executives. Negotiation can be defined as the process of communication and exchange among the parties seeking to reach a joint decision. For many people “negotiation” calls to mind the dramatic cycle of offers and demands involved in signing a superstar athlete, acquiring a public company, or settling a contentious strike. Some executives negotiate primarily in these arenas of ritualized procedure, yet many negotiate in more informal deal-making as they reach agreements about issues of mutual concern with fellow members of the executive team, investors, key clients, partner organizations and other interdependent parties. With the waning of hierarchical structures, even delegating to subordinates can involve negotiation. In sum, executives negotiate, explicitly or implicitly, with many different kinds of counter-parties every day.

The second premise is that executives are increasingly called upon to negotiate globally. Negotiating globally means reaching deals or resolving disputes with counter-parties based in different countries and shaped by different cultures. This demand is obvious in global firms that seek to tap talent pools and capture market segments in many different countries. Yet it also present in more traditional multinationals, which seek ever-closer coordination between national divisions, and even in small localized firms, which nevertheless may look abroad for cost-competitive vendors and process off-shoring. An international or global dimension introduces additional challenges to a negotiation: differences in cultural norms of behavior make it harder for negotiators to read each other’s signals, long-distance communication often exacerbates these difficulties, differences in legal and banking systems necessitate different contractual mechanisms, and different structures of government and corporate institutions mean that different parties come to the table and loom large as constituencies to those at the table.

Managerial Negotiations
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