Об этом курсе
4.7
58 ratings
15 reviews
All of us are aware that cultural differences are significant and that they affect how we interact with others in business and in leisure activities. But what is culture exactly, and how does it impact on negotiation, in particular? This course will help you to be more precise about different dimensions of culture, from one region or country to another, while helping you to avoid simplifications, clichés and stereotypes. It will also lead you to a better overall awareness of your own culture. In addition the course modules will guide you to a better understanding of when and how cultural differences are likely to influence the different dimensions of a negotiation - the people, problems and processes. Armed with that understanding, your awareness, preparation and strategy will be enhanced when you are faced with negotiators from cultures and regions different from your own. Your ability to anticipate and react, your negotiation flexibility, will be improved and refined. The course also gives you a concrete look at quite different national and regional negotiation styles (we look at the French, Chinese, North American and Middle Eastern). In addition, an examination of negotiation in two multicultural settings (European Union institutions, on the one hand, and the recent COP 21 climate conference in Paris, on the other) highlights the importance of well-designed negotiation processes for getting both efficiency and fairness....
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Intermediate Level

Промежуточный уровень

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Предполагаемая нагрузка: 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours.

Прибл. 9 ч. на завершение
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English

Субтитры: English
Globe

Только онлайн-курсы

Начните сейчас и учитесь по собственному графику.
Calendar

Гибкие сроки

Назначьте сроки сдачи в соответствии со своим графиком.
Intermediate Level

Промежуточный уровень

Clock

Предполагаемая нагрузка: 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours.

Прибл. 9 ч. на завершение
Comment Dots

English

Субтитры: English

Программа курса: что вы изучите

1

Раздел
Clock
1 ч. на завершение

Culture & Negotiation

Here we will guide you to a deeper understanding of cultures by looking at the way they differ along a small number of common dimensions - approaches to risk, to authority, to the individual, to time, etc. We will help you to avoid simplifications - clichés, stereotypes and labels - that are unhelpful and can even be harmful....
Reading
7 видео (всего 32 мин.), 4 тестов
Video7 видео
Defining "Culture"4мин
Prof. J. Brett on Culture and Negotiation4мин
The multidimensionality of every negotiator4мин
How to profile a culture (Part 1)4мин
How to profile a culture (Part 2)3мин
Cultural intelligence4мин
Quiz4 практического упражнения
Practice quiz "Defining culture"4мин
Practice Quiz "Culture & Negotiator multidimensionality "8мин
Practice quiz "How to profile a culture"10мин
Practice quiz "Cultural Intelligence"8мин

2

Раздел
Clock
1 ч. на завершение

The impact of culture on the process dimension of negotiation

In this module we focus your attention on different aspects of communication, both verbal and non-verbal, and show you how cultural differences are important to them. We show you how constructive dialogue in cross-cultural negotiation depends on understanding many differences in behaviour - from variations in etiquette and politeness to the way emotions are expressed, or are hidden. ...
Reading
6 видео (всего 26 мин.), 4 тестов
Video6 видео
Low-context VS High-context cultures (Part 2)4мин
Non-verbal communication across cultures5мин
Monochronic VS Polychronic Cultures (Part 1)1мин
Monochronic VS Polychronic Cultures (Part 2)4мин
Global etiquette6мин
Quiz4 практического упражнения
Practice quiz "Low vs. high-context culture"2мин
Practice quiz "Non-verbal communication"2мин
Practice quiz "Monochronic vs. Polycronic culture"4мин
Culture & Process dimension - Final Graded Quiz18мин

3

Раздел
Clock
1 ч. на завершение

The impact of culture on the people dimension of negotiation

This module is concerned with maintaining an equilibrium in how much importance we give to culture, to context and to personality during cross-cultural negotiation. It provides you practical advice on how to keep a sensible balance between those elements and also examines different adaptation strategies that you can follow, depending on your familiarity with the other negotiator’s culture....
Reading
6 видео (всего 26 мин.), 3 тестов
Video6 видео
The cross-cultural negotiator's dilemma (Part 2)3мин
Key factors to design an Adaptation Negotiating Strategy5мин
5 Adaptation Negotiating Strategies (Part 1)3мин
5 Adaptation Negotiating Strategies (Part 2)3мин
Adaptation strategy & Decision making processes in different Cultures4мин
Quiz3 практического упражнения
Practice quiz "Cross-cultural negotiator's dilemma"4мин
Practice quiz "Adaptation negotiating strategy"4мин
Culture & People Dimension - Final Graded Quiz18мин

4

Раздел
Clock
3 ч. на завершение

Specific examples

In the final module particular national and regional negotiating styles are examined - French, Chinese, US and Middle Eastern - so as to highlight some of the most pertinent contrasts for international negotiators. In addition multilateral and multicultural negotiation settings are examined - by focusing on European Union institutions, and on the recent COP 21 climate negotiations in Paris, we look at the importance of processes in cross-cultural negotiation success. All of this will help you analyze and explore your own negotiation culture. ...
Reading
6 видео (всего 35 мин.), 7 тестов
Video6 видео
Focus on the EU institutions' negotiating behaviour4мин
Focus on Chinese negotiating behaviour4мин
Focus on the American negotiating behaviour4мин
Focus on the Middle Eastern culture negotiating behaviour6мин
Lessons learned from the COP21 negotiations6мин
Quiz6 практического упражнения
Practice quiz "European Union"2мин
Practice quiz "China" example2мин
Practice quiz "American" example2мин
Practice quiz "Middle Eastern" example2мин
Practice Quiz "COP21"2мин
"Specific examples" - Final Graded Quiz20мин
4.7

Лучшие рецензии

автор: CMJan 27th 2018

This course gives a really detailed overview in how far cultures differ in their negotiation behaviour. It also mentions useful approaches in how to deal with these differences.

автор: FMJun 23rd 2018

This is a great introductory course for all the things you have to look out for as well as analyze in an international setting! I'm sure it will help me a lot in the future.

Преподавателя

Aurélien Colson

Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

Alan Jenkins

Professor
Management

О ESSEC Business School

For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all. ...

О специализации ''Negotiation, Mediation and Conflict Resolution'

This specialization is intended for managers - from business, public administration, international organizations or NGOs - who want to go beyond intuition and acquire proven tools to help them achieve greater success in negotiation. You will learn the negotiation fundamental skills and tools thanks to the first Course. With the second course you we will enable you to develop better cross-cultural anticipation and flexibility when you face a negotiation - both key skills in an international environment. With the third course you will be able to choose and lead a mediation process. You’ll gain a deeper understanding of workplace and international conflict resolution. At the end of this specialization a capstone project will be the opportunity to apply your new knowledge and skills with practical cases....
Negotiation, Mediation and Conflict Resolution

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