This course is part of the Negotiation, Mediation and Conflict Resolution Specialization

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Negotiation, Mediation and Conflict Resolution SpecializationESSEC Business School

About this Course

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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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Course 2 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Intermediate Level

Approx. 12 hours to complete

English

Subtitles: Arabic, French, Portuguese (European), Italian, Vietnamese, German, Russian, English, Spanish

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 2 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Intermediate Level

Approx. 12 hours to complete

English

Subtitles: Arabic, French, Portuguese (European), Italian, Vietnamese, German, Russian, English, Spanish

Instructors

Instructor rating

4.82/5 (85 Ratings)

Aurélien Colson

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

Political Science

73,839 Learners

6 Courses

Alan Jenkins

Offered by

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 - What you will learn from this course

Content Rating95%(1,560 ratings)

Week

Week 1

3 hours to complete

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.

3 hours to complete

7 videos (Total 32 min)

7 videos

Why Culture matters for negotiators ?4m

Defining "Culture"4m

Prof. J. Brett on Culture and Negotiation4m

The multidimensionality of every negotiator4m

How to profile a culture (Part 1)4m

How to profile a culture (Part 2)3m

Cultural intelligence4m

4 practice exercises

Practice quiz "Defining culture"30m

Practice Quiz "Culture & Negotiator multidimensionality "30m

Practice quiz "How to profile a culture"30m

Practice quiz "Cultural Intelligence"30m

Week

Week 2

3 hours to complete

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.

3 hours to complete

6 videos (Total 26 min)

6 videos

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

Low-context VS High-context cultures (Part 2)4m

Non-verbal communication across cultures5m

Monochronic VS Polychronic Cultures (Part 1)1m

Monochronic VS Polychronic Cultures (Part 2)4m

Global etiquette6m

4 practice exercises

Practice quiz "Low vs. high-context culture"30m

Practice quiz "Non-verbal communication"30m

Practice quiz "Monochronic vs. Polycronic culture"30m

Culture & Process dimension - Final Graded Quiz30m

Week

Week 3

2 hours to complete

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.

2 hours to complete

6 videos (Total 26 min)

6 videos

The cross-cultural negotiator's dilemma (Part 1)4m

The cross-cultural negotiator's dilemma (Part 2)3m

Key factors to design an Adaptation Negotiating Strategy5m

5 Adaptation Negotiating Strategies (Part 1)3m

5 Adaptation Negotiating Strategies (Part 2)3m

Adaptation strategy & Decision making processes in different Cultures4m

3 practice exercises

Practice quiz "Cross-cultural negotiator's dilemma"30m

Practice quiz "Adaptation negotiating strategy"30m

Culture & People Dimension - Final Graded Quiz30m

Week

Week 4

5 hours to complete

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.

5 hours to complete

6 videos (Total 35 min)

6 videos

Focus on the French negotiating behaviour7m

Focus on the EU institutions' negotiating behaviour4m

Focus on Chinese negotiating behaviour4m

Focus on the American negotiating behaviour4m

Focus on the Middle Eastern culture negotiating behaviour6m

Lessons learned from the COP21 negotiations6m

6 practice exercises

Practice quiz "European Union"30m

Practice quiz "China" example30m

Practice quiz "American" example30m

Practice quiz "Middle Eastern" example30m

Practice Quiz "COP21"30m

"Specific examples" - Final Graded Quiz30m

Reviews

4.7

108 reviews

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4 stars
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3 stars
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1 star
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TOP REVIEWS FROM INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION

by TBJun 26, 2020

Very interesting. Packed with good and relevant information. It does present some examples, but I would love it even more if it had more and better detailed and analyzed real-life cases.

by RSAug 11, 2020

Very insightful, I learnt lots of new information to help me better in my cultural interactions. Strongly recommend everyone takes this course, it helps us understand each other better.

by JRSep 1, 2020

This is a very good introduction to the world of cross-cultural negotiations and covers the basics of how to avoid inherent bias and stereotyping when dealing with different cultures.

by CMJan 26, 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.

View all reviews

About the Negotiation, Mediation and Conflict Resolution Specialization

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

Frequently Asked Questions

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What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.

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International and Cross-Cultural Negotiation

About this Course