Class Central is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

Tecnológico de Monterrey

Negotiation Strategies and Styles

Tecnológico de Monterrey via edX


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, which has historically driven us to use a preferential strategy, but which is not necessarily yielding the results expected.

The participant will develop competences for strategic decision making, which will enable him to achieve the greatest benefit from a negotiation, in terms of creation of value and satisfaction between the parties involved.


Topic 1. Dual Strategy

1.1 Negotiation Styles

1.2 Negotiation Tactics

Topic 2. The Implementation Strategy

2.1 Negotiation Preparation

2.2 Agreement Implementation

Topic 3. The Internationalization Strategy

3.1 Cultural Diversity and Negotiation

3.2 International Negotiations

Topic 4. The Strategy of Context

4.1 Complex Negotiations

4.2 Practices in Negotiation

Taught by

Luz María Vargas Reguer and Daniel Meade Monteverde


5.0 rating, based on 1 Class Central review

Start your review of Negotiation Strategies and Styles

  • Gabriel Stievano Giannoni
    Eu trabalho em uma empresa Brasileira focada 100% em negociações comerciais e empresariais.

    Atuo como Gerente Nacional em vendas e gostaria de aprender mais técnicas para aprimorar minhas negociações.

Never Stop Learning.

Get personalized course recommendations, track subjects and courses with reminders, and more.

Someone learning on their laptop while sitting on the floor.