International and Cross-Cultural Negotiation

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International and Cross-Cultural Negotiation

Coursera (CC)
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Opleiderscore: starstarstarstar_halfstar_border 7,2 Coursera (CC) heeft een gemiddelde beoordeling van 7,2 (uit 6 ervaringen)

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Beschrijving

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About this course: 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 - t…

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When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: 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.

Who is this class for: This course is appropriate for anyone who wants to develop better cross-cultural understanding and to enhance their dialogue and negotiation capabilities. Intermediate level.

Created by:  ESSEC Business School
  • Taught by:  Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels

    Political Science
  • Taught by:  Alan Jenkins, Professor

    Management
Basic Info Course 2 of 4 in the Negotiation, Mediation and Conflict Resolution Specialization Level Intermediate Commitment 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours. Language English How To Pass Pass all graded assignments to complete the course. User Ratings 4.3 stars Average User Rating 4.3See what learners said Coursework

Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.

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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.

Syllabus


WEEK 1


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.


7 videos, 4 practice quizzes expand


  1. Video: Why Culture matters for negotiators ?
  2. Video: Defining "Culture"
  3. Practice Quiz: Practice quiz "Defining culture"
  4. Video: Prof. J. Brett on Culture and Negotiation
  5. Video: The multidimensionality of every negotiator
  6. Practice Quiz: Practice Quiz "Culture & Negotiator multidimensionality "
  7. Video: How to profile a culture (Part 1)
  8. Video: How to profile a culture (Part 2)
  9. Practice Quiz: Practice quiz "How to profile a culture"
  10. Video: Cultural intelligence
  11. Discussion Prompt: Discussion n°1 : Reflect on your learning
  12. Practice Quiz: Practice quiz "Cultural Intelligence"


WEEK 2


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.


6 videos, 3 practice quizzes expand


  1. Video: Low-context VS High-context cultures (Part 1)
  2. Video: Low-context VS High-context cultures (Part 2)
  3. Practice Quiz: Practice quiz "Low vs. high-context culture"
  4. Video: Non-verbal communication across cultures
  5. Practice Quiz: Practice quiz "Non-verbal communication"
  6. Video: Monochronic VS Polychronic Cultures (Part 1)
  7. Video: Monochronic VS Polychronic Cultures (Part 2)
  8. Practice Quiz: Practice quiz "Monochronic vs. Polycronic culture"
  9. Video: Global etiquette
  10. Discussion Prompt: Discussion n°2 : reflect on your learning

Graded: Culture & Process dimension - Final Graded Quiz

WEEK 3


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.


6 videos, 2 practice quizzes expand


  1. Video: The cross-cultural negotiator's dilemma (Part 1)
  2. Video: The cross-cultural negotiator's dilemma (Part 2)
  3. Practice Quiz: Practice quiz "Cross-cultural negotiator's dilemma"
  4. Video: Key factors to design an Adaptation Negotiating Strategy
  5. Video: 5 Adaptation Negotiating Strategies (Part 1)
  6. Video: 5 Adaptation Negotiating Strategies (Part 2)
  7. Video: Adaptation strategy & Decision making processes in different Cultures
  8. Practice Quiz: Practice quiz "Adaptation negotiating strategy"

Graded: Culture & People Dimension - Final Graded Quiz

WEEK 4


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.


6 videos, 5 practice quizzes expand


  1. Video: Focus on the French negotiating behaviour
  2. Video: Focus on the EU institutions' negotiating behaviour
  3. Practice Quiz: Practice quiz "European Union"
  4. Video: Focus on Chinese negotiating behaviour
  5. Practice Quiz: Practice quiz "China" example
  6. Video: Focus on the American negotiating behaviour
  7. Practice Quiz: Practice quiz "American" example
  8. Video: Focus on the Middle Eastern culture negotiating behaviour
  9. Practice Quiz: Practice quiz "Middle Eastern" example
  10. Video: Lessons learned from the COP21 negotiations
  11. Practice Quiz: Practice Quiz "COP21"
  12. Discussion Prompt: Discussion n°4 : reflect on your learning

Graded: "Specific examples" - Final Graded Quiz
Graded: Explore your own negotiation culture.

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