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International and Cross-Cultural Negotiation
  • Level Professional
  • المدة 12 ساعات hours
  • الطبع بواسطة ESSEC Business School
  • Offered by

عن

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, cliches 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.

الوحدات

Introduction

    • 1 Videos
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1 Videos

  • Why Culture matters for negotiators ?

Defining "Culture"

    • 1 Videos
    • 1 Assignment
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1 Assignment

  • Practice quiz "Defining culture"

1 Videos

  • Defining "Culture"

Culture & Negotiator multidimensionality

    • 2 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz "Culture & Negotiator multidimensionality "

2 Videos

  • Prof. J. Brett on Culture and Negotiation
  • The multidimensionality of every negotiator

How to profile a culture

    • 2 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "How to profile a culture"

2 Videos

  • How to profile a culture (Part 1)
  • How to profile a culture (Part 2)

Cultural intelligence

    • 1 Videos
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Cultural Intelligence"

1 Discussions

  • Discussion n°1 : Reflect on your learning

1 Videos

  • Cultural intelligence

Low-context VS High-context cultures

    • 2 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Low vs. high-context culture"

2 Videos

  • Low-context VS High-context cultures (Part 1)
  • Low-context VS High-context cultures (Part 2)

Non-verbal communication across Cultures

    • 1 Videos
    • 1 Assignment
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1 Assignment

  • Practice quiz "Non-verbal communication"

1 Videos

  • Non-verbal communication across cultures

Monochronic VS Polychronic Cultures

    • 2 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Monochronic vs. Polycronic culture"

2 Videos

  • Monochronic VS Polychronic Cultures (Part 1)
  • Monochronic VS Polychronic Cultures (Part 2)

Global Etiquette

    • 1 Videos
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1 Videos

  • Global etiquette

"Culture & Process Dimension" Discussion & Final Graded Quiz

    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Culture & Process dimension - Final Graded Quiz

1 Discussions

  • Discussion n°2 : reflect on your learning

The cross-cultural negotiator's dilemma

    • 2 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Cross-cultural negotiator's dilemma"

2 Videos

  • The cross-cultural negotiator's dilemma (Part 1)
  • The cross-cultural negotiator's dilemma (Part 2)

Adaptation Negotiating Strategy

    • 4 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Adaptation negotiating strategy"

4 Videos

  • Key factors to design an Adaptation Negotiating Strategy
  • 5 Adaptation Negotiating Strategies (Part 1)
  • 5 Adaptation Negotiating Strategies (Part 2)
  • Adaptation strategy & Decision making processes in different Cultures

"Culture & People Dimension" Discussion & Final Graded Quiz

    • 1 Assignment
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1 Assignment

  • Culture & People Dimension - Final Graded Quiz

French negotiating behaviour

    • 1 Videos
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1 Videos

  • Focus on the French negotiating behaviour

European Union (EU) institutions' negotiating behaviour

    • 1 Videos
    • 1 Assignment
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1 Assignment

  • Practice quiz "European Union"

1 Videos

  • Focus on the EU institutions' negotiating behaviour

Chinese negotiating behaviour

    • 1 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "China" example

1 Videos

  • Focus on Chinese negotiating behaviour

American negotiating behaviour

    • 1 Videos
    • 1 Assignment
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1 Assignment

  • Practice quiz "American" example

1 Videos

  • Focus on the American negotiating behaviour

Middle Eastern culture negotiating behaviour

    • 1 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz "Middle Eastern" example

1 Videos

  • Focus on the Middle Eastern culture negotiating behaviour

The COP21 negotiations

    • 1 Videos
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz "COP21"

1 Videos

  • Lessons learned from the COP21 negotiations

"Specific examples" Discussion & Final Graded Quiz

    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • "Specific examples" - Final Graded Quiz

1 Discussions

  • Discussion n°4 : reflect on your learning

Peer assessment : Explore your own negotiation culture

    • 1 PeerReview
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1 Peer Review

  • Explore your own negotiation culture.

Auto Summary

Enhance your negotiation skills with "International and Cross-Cultural Negotiation," a professional-level course in Business & Management offered by Coursera. Taught by experts, this 720-minute course delves into cultural dimensions and their impact on negotiations, avoiding stereotypes and enhancing your strategic preparation. Explore diverse negotiation styles from regions like France, China, North America, and the Middle East, and learn from real-world examples like EU institutions and the COP 21 climate conference. Available through Starter, Professional, and Paid subscriptions, this course is ideal for professionals seeking to navigate cross-cultural negotiations effectively.

Aurélien Colson
Instructors

Aurélien Colson

Alan Jenkins
Instructors

Alan Jenkins