About this Course
4.7
60 ratings
16 reviews
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Intermediate Level

Intermediate Level

Hours to complete

Approx. 10 hours to complete

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

English

Subtitles: English, Arabic
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Intermediate Level

Intermediate Level

Hours to complete

Approx. 10 hours to complete

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

English

Subtitles: English, Arabic

Syllabus - What you will learn from this course

Week
1
Hours to complete
1 hour 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....
Reading
7 videos (Total 32 min), 4 quizzes
Video7 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
Quiz4 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
Hours to complete
1 hour 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. ...
Reading
6 videos (Total 26 min), 4 quizzes
Video6 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
Quiz4 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
Hours to complete
1 hour 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....
Reading
6 videos (Total 26 min), 3 quizzes
Video6 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
Quiz3 practice exercises
Practice quiz "Cross-cultural negotiator's dilemma"4m
Practice quiz "Adaptation negotiating strategy"4m
Culture & People Dimension - Final Graded Quiz18m
Week
4
Hours to complete
3 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. ...
Reading
6 videos (Total 35 min), 7 quizzes
Video6 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
Quiz6 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
16 ReviewsChevron Right

Top Reviews

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.