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 is part of the Negotiation, Mediation and Conflict Resolution Specialization
Offered By
Negotiation, Mediation and Conflict Resolution SpecializationESSEC Business SchoolAbout this Course
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Learner Career Outcomes
71%
started a new career after completing these courses
55%
got a tangible career benefit from this course
29%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
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Start instantly and learn at your own schedule.
Course 2 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Intermediate Level
Approx. 12 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
Learner Career Outcomes
71%
started a new career after completing these courses
55%
got a tangible career benefit from this course
29%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 2 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Intermediate Level
Approx. 12 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
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
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
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
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 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
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 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
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 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
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.
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.
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