How to be a good negotiator? How to create value and how to extract value in a negotiation? How to persuade in favor of your interests? These are increasingly relevant questions in the current context of heightened competition, which requires professionals, companies and organizations with the ability to create value, extract value and develop common solutions in scenarios of impasse and uncertainty. The course will make use of modern simulation tools, through which participants will be able to interact, receive feedback and experience different negotiation contexts. The simulations will allow for an exercise in analyzing and improving the most important skills for the individual and collective objectives of each participant. The simulations will be complemented with lectures and debates aimed at self-knowledge and improving skills in analysis, preparation, sequencing, competitiveness management, promotion of cooperation, identification of barriers, conflict resolution and decision-making in environments with multiple actors. As a complementary tool, persuasion techniques aimed at structuring and presenting arguments will be presented, especially in environments marked by power relations and the participation of multiple actors. Through persuasion techniques, participants will have a greater ability to construct arguments, attract attention and produce changes in the environments in which they operate.
To register, simply fill out our form and pay in the best payment method for you.
Watch live classes every Monday and Wednesday from 7pm to 9pm.
Every week we make recorded classes available on the teaching platform.
Did you have any questions after class? We have tutors and teachers to help you!
The course is aimed at all those who seek to grow professionally and who want to acquire new knowledge, improve interpersonal skills and develop structured, effective negotiations that create value. In this sense, it is aimed at undergraduate and postgraduate students from all areas, liberal professionals, public servants and professionals in the private sector.
Analyze negotiation, persuasion and power scenarios. The limits of a negotiation and your relationship with powerful negotiators. And thus identify distributive negotiations, value distribution, and manage negotiation limits;
Present strategies to extract value in situations of information asymmetry;
Develop interpersonal skills to receive, process and react to information;
Course designed for you to watch from anywhere, without physical barriers.
Unlike other online courses, we value collaborative and interactive learning, our classes are exclusive and with limited places so that students can interact in real time with teachers and classmates.
Our methodology values the protagonism of students. We believe that practical learning, based on real problems, makes our students prepared for what the market demands.
In addition to building a network with students and teachers in class, you will be part of a vibrant community, with endless possibilities for connection. Taking part in an IDP course means being immersed in a set of exclusive events, seminars and study groups.
The Market recognizes IDP’s academic excellence. Enhance your CV with the seal of approval from a prestigious higher education institution and gain the recognition you deserve!
The live classes were designed to build a collaborative and structured learning process with students. Although the course requires students to be present live, all classes are recorded and are available for you to rewatch as many times as necessary.
1 – The types of negotiation and their characteristics. Differences between negotiation, persuasion and power. Single-round and multiple-round negotiations. Presentation of a distributive negotiation. Carrying out a negotiation simulation during class.
2 – How to identify the boundaries of negotiation. Analysis of the results of the first negotiation. Presentation of introductory concepts of negotiation, with emphasis on elements of distributive negotiation. Trading Limits, Zopa, Batna, Reserve Value and others.
3 – The initial movements of a negotiation. Anchoring theory in negotiations. The best strategies for initial bids. Loss aversion and its effect on trading. The power of information in negotiations. Carrying out a negotiation simulation during class.
4 – The main attributes of a good negotiator. How to get along well with other negotiators. The best techniques for receiving information and obtaining value for yourself. Guidelines for processing information and reacting to information received.
1 – How to create value in a negotiation. Elements that make up an integrative negotiation and the best strategies to create value in a negotiation. Carrying out a negotiation simulation during class.
2 – How to create value in a negotiation (Part II). How to extract value during the value creation process. The limits of value creation and Pareto optimality. The importance of the Configuration, Design and Tactics stages in creating value.
3 – How to structure a negotiation. Strategies for building negotiations in three dimensions. Preparatory meetings and initial stages of negotiation. Carrying out a negotiation simulation during class.
1 – Negotiations with multiple participants. The difficulties of collective action and techniques for concluding agreements with different participants. The effect of cultural aspects on negotiations. Trading Simulation with Multiple Participants.
2 – Negotiations with multiple participants (Part II). New information about the difficulties of collective action and techniques for concluding multi-party agreements. Follow-up of the Negotiation simulation with Multiple Participants (4 hours duration).
1 – Power in negotiations. Blocks, coalitions and the different elements that give power in a negotiation. How to deal with more powerful negotiators and how to identify attributes that confer power and can unbalance a negotiation.
2 – How to use persuasion to bring about change. Persuasion and resolution of conflicts and challenges. The elements of persuasion in Aristotelian rhetoric. Decoding and formatting the elements that make up persuasion: Logos, Ethos and Pathos.
3 – How to improve your image. The Aristotelian Ethos and its different components. The Messenger. The Presentation. The Authority. Empathy. How to develop attributes that strengthen the speaker’s image. Analysis and debate of real cases of persuasion.
4 – How to increase the quality of your message. The Aristotelian Logos and the best techniques to reinforce it. Simplicity. The Repetition. Concreteness. The Stories. The Action. Techniques to reinforce the impact of the message being transmitted. Analysis and debate of real cases.
1 – How to use emotions to your advantage when persuading. The Aristotelian Pathos and its effect on the persuasion process. The Audience. The Connection. The Commitment. The Collective. Reciprocity. The Surprise. Loss Aversion. Hope. Analysis and debate of real cases.
2 – Persuasion as a tool to be heard and to bring about change. Synthesis of the elements that make up the persuasion process and their use in real life. Persuasion simulation with participants and the application of the three central elements of Persuasion.
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We strongly recommend that students attend all classes live, as we highly value teacher-student interaction. However, if it is not possible to attend any of the classes, there are no problems. Within 3 days, classes are fully available on the platform.
The weekly dedication varies greatly from student to student. On average, students dedicate 4 hours per week to the course. The course was designed for students and professionals already in the job market, so yes, reconciling the course with the job market is entirely possible and desirable.
Yes. Through the platform, you can send your questions to the teacher and tutors. On average, all questions are answered within 48 hours.
IDP is a dynamic, international teaching and research institution with a high degree of academic demands. We are passionate about excellence, cutting-edge research and the mission to educate the next generation of national and global leaders. Since its creation more than 20 years ago, IDP has established itself as a frontier intellectual force, stimulating Brazil's transformation into a knowledge-based society and promoting the country's socioeconomic development.
+ 2000
enrolled students
100%
of teachers with Masters, Doctorates and outstanding professional performance
5
Maximum level of excellence in all MEC assessments
+30
Specialization, Master's and Doctorate courses
Check the Institution's registration in the e-MEC System here
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