Instructor - Dr Juan Armando Diaz

This is a 10 Hour course and costs $95

Dr Juan Diaz has negotiated his way in, and out, of some of the most entrenched armed conflicts in the world on behalf of international organizations. This is your chance to learn lessons from the hardest negotiations on the planet.

Course Summary

This course enables you to learn and to deploy successful negotiation strategies for business in general. You will embark on a journey through the process of negotiation, from the pre-negotiation phase, to gaining agreement. At the end of the course, you will understand the main theories and conceptual approaches to negotiation, in particular the meaning and nature of negotiation tactics, including coercive, win-win, and problem-solving techniques, and the opportunities and risks of each approach. You will recognise and interpret the process of negotiation, including such concepts as the moments of 'ripeness', 'hurting stalemates' and other terms of art in the field of negotiation. You will understand the influence of culture on negotiation, the art of cross-cultural communication, and how to succeed in international negotiations. You will also compare the different forums in which negotiation takes place, including bilateral and multilateral negotiation, and the differences and similarities between inter-firm negotiation, government relations, and lobbying.

How do I take this course?

This course delivers 10 hours of video lecture presentations on key topics in negotiation. You can download and print a copy of the presentation slides, and make notes as you follow along. To make it easier to absorb the material, each hour is divided into short segments, of about 15 minutes each. You can watch as many, or as few segments each day, or each week, in your own time. Each segment is followed by a short quiz to help you review, and test yourself about what you have learned. There is also a dedicated chat room for this course, so you can talk, get help, and just be social as you journey through negotiation with others online.

Do I get a Certificate of Completion?

Yes. On completion of this course, you will be able to print a Certificate of Completion showing the overall average that you achieved in all of the quizzes. You may be able to take this to your university or college to ask for transfer credits, or to your professional association to see if you can be awarded continuing education credits.

Dr Diaz introduces negotiation as a coercive tactic short of the use of force that holds the potential for conflict. That being the case, the negotiator has to ensure that things don't get out of hand. This is especially true since no negotiation ever deals with only a single issue, and there are multiple phases, and usually multiple parties involved. There are also many ways to approach a negotiation, from power to problem-solving. Begin your journey in negotiation by understanding the scope and nature of negotiation.

Distributive bargaining is about maximizing all possible gains, and closing a deal is about ensuring all parties feel that they have gained. How do you navigate between maximization and conclusion? How do you ensure that the 'win sets' of negotiating parties overlap? When and how do you make concessions?
What is the difference between an 'interest' and a 'position'? Can you ever really get to know a party's interest? Are parties always conscious of their interests? Sometimes, parties feel they are negotiating about issues that they cannot compromise, like their identity or their rights. How do you negotiate with a party who feels he or she has non-negotiable interests? It is still possible to find common ground and to change the terms of the negotiation. Watch as Dr Diaz explains how to recognize position over interest and the importance of building relationships.
Negotiation is a relationship. Relationships can be coercive, which is usually not productive, or they can be constructive. Learn how to read a situation, and how to focus on building trust through confidence-building measures.
Learning how to read relationships, interests, positions, and conflicts is critical in any negotiation. In this lecture, you will learn how to analyze a negotiation process to generate momentum for later negotiation sessions.
You cannot negotiate without communicating, and all communication is culturally-bound. To be an effective negotiator, you need to understand the importance of culture, and how it influences attitudes, beliefs, behaviors, and perception. In this lecture, you will learn to become sensitive to culture and its role in the negotiation process.
Negotiations between three or more parties is always more complex than a bilateral negotiation. There can be coalitions, and the influence of people who benefit from not reaching an agreement can be accentuated. Moreover, formal negotiations through representatives can often be a barrier to discovering true interests. Dr Juan Diaz has spent a career dealing with complex multilateral negotiations, and here you will learn secrets from the field.
Be challenged when Dr Diaz says "Creative thinking is a skill to be learned by doing". Every negotiation is different, and every plan needs to be modified as you move forward in a negotiation. You cannot learn how to negotiate every possible scenario in advance, but you can learn how to listen to your environment and to be receptive to adapting your strategy. In this lecture, you will learn the importance of communication with the other party, and especially the art of listening.
It is sometimes difficult to take emotions out of a negotiation, and sometimes it is not desirable to take them out at all. Emotion can be constructive, but can also lead to conflict spirals. How do you deal with high-emption negotiations?
If a negotiation escalates, hardens into a stalemate, and seems like it cannot be resolved, then mediation becomes an extension of negotiations. In this final lecture, you will learn how mediation is related to negotiation.

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