About this Course
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Learner Career Outcomes

80%

started a new career after completing these courses

71%

got a tangible career benefit from this course

25%

got a pay increase or promotion

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Approx. 10 hours to complete

Suggested: 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours. ...

English

Subtitles: English, Arabic

Learner Career Outcomes

80%

started a new career after completing these courses

71%

got a tangible career benefit from this course

25%

got a pay increase or promotion

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Approx. 10 hours to complete

Suggested: 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours. ...

English

Subtitles: English, Arabic

Syllabus - What you will learn from this course

Week
1
1 hour to complete

Culture & Negotiation

7 videos (Total 32 min), 4 quizzes
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"4m
Practice Quiz "Culture & Negotiator multidimensionality "8m
Practice quiz "How to profile a culture"10m
Practice quiz "Cultural Intelligence"8m
Week
2
1 hour to complete

The impact of culture on the process dimension of negotiation

6 videos (Total 26 min), 4 quizzes
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"2m
Practice quiz "Non-verbal communication"2m
Practice quiz "Monochronic vs. Polycronic culture"4m
Culture & Process dimension - Final Graded Quiz18m
Week
3
1 hour to complete

The impact of culture on the people dimension of negotiation

6 videos (Total 26 min), 3 quizzes
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"4m
Practice quiz "Adaptation negotiating strategy"4m
Culture & People Dimension - Final Graded Quiz18m
Week
4
3 hours to complete

Specific examples

6 videos (Total 35 min), 7 quizzes
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"2m
Practice quiz "China" example2m
Practice quiz "American" example2m
Practice quiz "Middle Eastern" example2m
Practice Quiz "COP21"2m
"Specific examples" - Final Graded Quiz20m
4.7
32 ReviewsChevron Right

Top reviews from International and Cross-Cultural Negotiation

By CMJan 27th 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.

By FMJun 23rd 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.

Instructors

Avatar

Aurélien Colson

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

Alan Jenkins

Professor
Management

About 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. ...

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

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • 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.

More questions? Visit the Learner Help Center.