Learn the key competitive and collaborative negotiation techniques used by successful negotiators around the world.Watch Promo Enroll in Course
In this course, you will learn the most relevant skills and techniques to be able to negotiate in a successful way. It covers the different schools of negotiations (collaboration and competition).
You will learn the five steps to effective negotiations and the relevance of the planning process to map your negotiation strategy using our exclusive Negotiation Canvas.
The course is delivered for organizations in Portuguese and English in live classes and the online version was recorded in English with subtitles in English, Brazilian Portuguese (Português do Brasil), Spanish (Español), Arabic (عربى) and Simplified Chinese (中文).
The full course has 32 lessons covering more than 3 hours of exclusive content.
At the end of the course you will be able to:
- Understand the importance of the negotiation
- Distinguish the negotiation competitive mechanisms from the collaborative ones
- Plan to negotiate in a competitive way
- Create strategies to add value
- Alternate and use "hard", "soft" and "analytical" approaches
- Understand the different cultures’ influence on the negotiation styles
- Establish an effective rapport
- Understand the common mistakes in a negotiation
- Learn how to handle high bargain tactics
- Manage and emotions and emotional hijack
- Avoid the "zero conflict" approach and the Abilene paradox
- Convert positions into interest during the negotiation
- Assess and understand the complex negotiations involving different levels of power and multi-stakeholders
Every lesson aims to be as short as possible. You will learn everything you need to know in the right amount of time at your own pace,
What people have to say the course
James Mantenguah – Linkedin
Josephine Turner – Linkedin
Joaquim Luiz Vianna – Linkedin
Scholarship and Financial Aid
In mid-2022, Ricardo decided to create the scholarship and financial aid program by donating $10,000 to establish a fund to assist qualified students in pursuing the school's courses.
Eligible candidates can apply for the scholarship all year round. For those aiming to support other students, you can contribute to the fund by making a voluntary donation at the checkout page.
Know more about the program.
This course is part of a bundle
Save 25% when you buy this course together with the Making Better and More Reliable Decisions Using AHP Online Course!
The AHP course allows you to learn how to calculate mathematically your decisions, including the consistency on how you decide. The course comes with an AHP canvas and an automated Excel spreadsheet that will guide you in all the mathematical process behind the multicriteria decision.
Preview1.1 - Course Overview (2:24)
Start1.2 - Computers Do Not Negotiate: People Do (2:51)
Start1.3 - The Basis of Negotiation (4:13)
Start1.4 - Collaboration x Competition (5:34)
Start1.5 - Identifying the ZOPA (Zone of Possible Agreement) (3:18)
Start1.6 - Exercise - Identifying the ZOPA
StartDownload - Exercise Answers - Identifying the ZOPA
Start1.7 - Exercise Answers and Comments - Identifying the ZOPA (4:53)
Start1.8 - BATNA as a Key to Understand your Power in the Negotiation (4:17)
StartDownload - BATNA Canvas
StartGive 20%, get 20%
Start1.9 - The Four Pillars of Collaborative Negotiations (6:18)
Preview1.10 - Ricardo Vargas Bio (Optional) (7:11)
Start1.11 - Closing Remarks - Part 1 (1:24)
StartPodcast (optional) Directly from the Program of Negotiations of Harvard University - Part 1/3
StartPodcast (optional) Directly from the Program of Negotiations of Harvard University - Part 2/3
StartPodcast (optional) Directly from the Program of Negotiations of Harvard University - Part 3/3
StartPodcast (optional) The Importance of Proactivity in Negotiations
Start2.1 - Overview - Part 2 (0:26)
Start2.2 - The 5 Steps in Any Negotiation (2:03)
StartDownload - 5 Steps to a Successful Negotiation
Start2.3 - Step 1 - Prepare to Negotiate (4:29)
StartDownload - Negotiation Canvas
Preview2.4 - Exercise - Preparing for Negotiation Using the Negotiation Canvas (1:37)
StartDownload - Example of Filled Negotiation Canvas
Start2.5 - Step 2 - Establishing an Effective Rapport and Ground Rules (2:41)
Start2.6 - Step 3 - Information Exchange (3:00)
Start2.7 - Getting Information by Using "Mirrowing" and "Labeling" Techniques (2:15)
Start2.8 - Step 4 - Offers and Concessions (3:01)
Start2.9 - Exercise - Maximizing Results
Start2.10 - First Offer and Anchoring Bias (6:17)
Start2.11 - Step 5 - Deals and Closure (2:11)
Start2.12 - Closing Remarks - Part 2 (1:19)
StartPodcast (optional) Understand the Role of Cognitive Bias in Communication
StartPodcast (optional) Negotiating with the Sponsor
StartPodcast (optional) Who should make the first move in a Negotiation: The Anchoring Bias
"Hard on the problem, soft on the people."
- Willian Ury - Getting to Yes
Ricardo Vargas is an experienced leader in global operations, project management, business transformation and crisis management.
Specializing in implementing innovative global initiatives, capital projects and product development, Ricardo has directed dozens of projects across industries and continents, managing more than $20 billion over the past 25 years.
Ricardo shares his expertise and passion with millions of professionals around the globe through his “5 Minutes Podcast,” which he has hosted since 2007 and has reached 12 million views since its release. He has written 16 books on project management, risk and crisis management and transformation, which have been translated into seven languages and sold over half a million copies. His influence on the sector was affirmed when he received the highest recognition of the Project Management Institute, the PMI Fellow Award.
Ricardo is a seasoned board member who has participated in the Brazilian Institute of Corporate Governance (IBGC) board member program. He was the first Latin American Chairman of PMI worldwide, where he served for four years. He also serves on the advisory board of Yera, an Estonian startup dedicated to improving employee performance and engagement through technology and artificial intelligence.
His work as a venture capitalist and entrepreneur in artificial intelligence, blockchain, big data, chatbots and machine learning resulted in tools and products that have revolutionized how users bring agility and agile management into project management software.
More than two decades ago, he founded Macrosolutions, a consulting firm with international operations in energy, infrastructure, IT, oil and finance with dozens of clients globally.
Between 2016 and 2020, Ricardo directed the Brightline Initiative, a Project Management Institute think tank that brings together other leading global organizations into a coalition dedicated to helping executives bridge the expensive, unproductive gap between strategy design and delivery. Ricardo developed and presented a Coursera Online Course on “Bridging the Gap Between Strategy Design and Delivery,” viewed by more than 26,000 students around the globe.
Prior to his work with Brightline, Ricardo directed the United Nations Office for Project Services (UNOPS) Infrastructure and Project Management Group. Based in Copenhagen, Denmark and with operations in more than 120 countries, Ricardo and his team led more than 1,000 projects and $1.2 billion in refugee camps, rural roads, maternity clinics and housing efforts and managed the ESG program, responsible for the first sustainability report in the United Nations system. Following his time at the UN, he collaborated to document the lives of the Zaatari refugee camp in Jordan and create the treatment for the documentary “Zaatari: Memories of the Labyrinth,” a German-Brazilian production that showcases the tragedy of war and the men, women and children seeking a better life.
Ricardo started his career with two partners founding AeC in Brazil, where he was responsible for the services and training areas. A company with three initial employees grew and diversified the business from traditional software sales into outsourcing, project management, call center and IT services, becoming one of the leading technology groups in the country. When Ricardo decided to leave to develop his work internationally, the AeC Group had 1,500 employees. Today, Ricardo continues to appreciate the success of his two former partners, who are now leading the current 25,000 employees.
He holds a Ph.D. in Civil Engineering from Federal Fluminense University in Brazil, an undergraduate degree in Chemical Engineering and a master’s degree in Industrial Engineering from the Federal University of Minas Gerais in Brazil.
Ricardo has received the most relevant international accreditations and credentials in governance, sustainability and also in project, risk and change management. He has also earned accolades ranging from the PMI Fellow and Distinguished Award to the IPMA Achievement Award and the AACE Total Quality Management Award for his leadership in the field.
A dual citizen of Brazil and Portugal, when he’s not traveling the world to share his passion for strategic transformation, Ricardo enjoys gardening and cooking with his wife in their sunny place in Portugal.