Back to Negotiation Strategies and Styles
Learner Reviews & Feedback for Negotiation Strategies and Styles by Tecnológico de Monterrey
23 ratings
About the Course
The dilemma of the negotiator is a phenomenon that is derived from the tension that arises when, in the light of a specific situation, the
optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard
Business School, to exemplify the dilemma between cooperating and competing in a negotiation. In this course, we first analyze the structure
of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which
they work out best. We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, whic...
optimum negotiation strategy must be discerned. The term was made popular by Professors David Lax and James Sebenius, of the Harvard
Business School, to exemplify the dilemma between cooperating and competing in a negotiation. In this course, we first analyze the structure
of the Dual Matrix that brings forth the five negotiation strategies, identifying the strengths and weaknesses of each, and the situations in which
they work out best. We study the behaviours that lead to each strategy in order to reflect about our negotiation profile, whic...
Top reviews
Filter by:
1 - 8 of 8 Reviews for Negotiation Strategies and Styles
By Muhammad K
•Aug 15, 2024
Course has desired level of material and knowledgeable.
By Sumit T
•Apr 4, 2025
very good explanation
By Gurmohit
•Apr 29, 2024
Good experience
By Flávio T
•May 5, 2025
Profissional
By John T
•Aug 28, 2023
Thanks !
By Anirban R C
•Oct 26, 2024
Good
By Bahdon A A
•Aug 30, 2023
GOOD
By Harshit
•Feb 8, 2024
Specialization certificate is not there