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

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509 ratings

Aurélien Colson +1 more instructor

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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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Earn a Certificate upon completion

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Coursera Labs

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Course 2 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Intermediate Level

Approx. 11 hours to complete

English

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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.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 4 in the

Negotiation, Mediation and Conflict Resolution Specialization

Intermediate Level

Approx. 11 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructors

Instructor rating

4.8/5 (104 Ratings)

Aurélien Colson

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

Political Science

99,376 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.

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Syllabus - What you will learn from this course

Content Rating96%(2,023 ratings)

Week1

Week 1

3 hours to complete

Culture & Negotiation

3 hours to complete

7 videos (Total 32 min)

7 videos

Why Culture matters for negotiators ?4mDefining "Culture"4mProf. J. Brett on Culture and Negotiation4mThe multidimensionality of every negotiator4mHow to profile a culture (Part 1)4mHow to profile a culture (Part 2)3mCultural intelligence4m

4 practice exercises

Practice quiz "Defining culture"30mPractice Quiz "Culture & Negotiator multidimensionality "30mPractice quiz "How to profile a culture"30mPractice quiz "Cultural Intelligence"30m

Week2

Week 2

3 hours to complete

The impact of culture on the process dimension of negotiation

3 hours to complete

6 videos (Total 26 min)

6 videos

Low-context VS High-context cultures (Part 1)2mLow-context VS High-context cultures (Part 2)4mNon-verbal communication across cultures5mMonochronic VS Polychronic Cultures (Part 1)1mMonochronic VS Polychronic Cultures (Part 2)4mGlobal etiquette6m

4 practice exercises

Practice quiz "Low vs. high-context culture"30mPractice quiz "Non-verbal communication"30mPractice quiz "Monochronic vs. Polycronic culture"30mCulture & Process dimension - Final Graded Quiz30m

Week3

Week 3

2 hours to complete

The impact of culture on the people dimension of negotiation

2 hours to complete

6 videos (Total 26 min)

6 videos

The cross-cultural negotiator's dilemma (Part 1)4mThe cross-cultural negotiator's dilemma (Part 2)3mKey factors to design an Adaptation Negotiating Strategy5m5 Adaptation Negotiating Strategies (Part 1)3m5 Adaptation Negotiating Strategies (Part 2)3mAdaptation strategy & Decision making processes in different Cultures4m

3 practice exercises

Practice quiz "Cross-cultural negotiator's dilemma"30mPractice quiz "Adaptation negotiating strategy"30mCulture & People Dimension - Final Graded Quiz30m

Week4

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 behaviour7mFocus on the EU institutions' negotiating behaviour4mFocus on Chinese negotiating behaviour4mFocus on the American negotiating behaviour4mFocus on the Middle Eastern culture negotiating behaviour6mLessons learned from the COP21 negotiations6m

6 practice exercises

Practice quiz "European Union"30mPractice quiz "China" example30mPractice quiz "American" example30mPractice quiz "Middle Eastern" example30mPractice Quiz "COP21"30m"Specific examples" - Final Graded Quiz30m

Reviews

4.7

127 reviews

5 stars
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3 stars
2.54%
2 stars
0.19%
1 star
0.78%

TOP REVIEWS FROM INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION

by FMJun 22, 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.

by PLAug 4, 2020

Well structured, various speakers, deep learning. Very, very appreciated!

by RJDec 29, 2021

Very informative, useful and applicable. Loaded with very practical tips and insights from internationally-renowned experts.

by OSJun 1, 2017

Great introductory course on international negotiation. The course is insightful

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

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
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. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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International and Cross-Cultural Negotiation

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