À propos de ce cours
4.7
60 notes
16 avis
100 % en ligne

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 10 heures pour terminer

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

Anglais

Sous-titres : Anglais, Arabe
100 % en ligne

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 10 heures pour terminer

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

Anglais

Sous-titres : Anglais, Arabe

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
Heures pour terminer
1 heure pour terminer

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 vidéos (Total 32 min), 4 quiz
Video7 vidéos
Defining "Culture"4 min
Prof. J. Brett on Culture and Negotiation4 min
The multidimensionality of every negotiator4 min
How to profile a culture (Part 1)4 min
How to profile a culture (Part 2)3 min
Cultural intelligence4 min
Quiz4 exercices pour s'entraîner
Practice quiz "Defining culture"4 min
Practice Quiz "Culture & Negotiator multidimensionality "8 min
Practice quiz "How to profile a culture"10 min
Practice quiz "Cultural Intelligence"8 min
Semaine
2
Heures pour terminer
1 heure pour terminer

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 vidéos (Total 26 min), 4 quiz
Video6 vidéos
Low-context VS High-context cultures (Part 2)4 min
Non-verbal communication across cultures5 min
Monochronic VS Polychronic Cultures (Part 1)1 min
Monochronic VS Polychronic Cultures (Part 2)4 min
Global etiquette6 min
Quiz4 exercices pour s'entraîner
Practice quiz "Low vs. high-context culture"2 min
Practice quiz "Non-verbal communication"2 min
Practice quiz "Monochronic vs. Polycronic culture"4 min
Culture & Process dimension - Final Graded Quiz18 min
Semaine
3
Heures pour terminer
1 heure pour terminer

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 vidéos (Total 26 min), 3 quiz
Video6 vidéos
The cross-cultural negotiator's dilemma (Part 2)3 min
Key factors to design an Adaptation Negotiating Strategy5 min
5 Adaptation Negotiating Strategies (Part 1)3 min
5 Adaptation Negotiating Strategies (Part 2)3 min
Adaptation strategy & Decision making processes in different Cultures4 min
Quiz3 exercices pour s'entraîner
Practice quiz "Cross-cultural negotiator's dilemma"4 min
Practice quiz "Adaptation negotiating strategy"4 min
Culture & People Dimension - Final Graded Quiz18 min
Semaine
4
Heures pour terminer
3 heures pour terminer

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 vidéos (Total 35 min), 7 quiz
Video6 vidéos
Focus on the EU institutions' negotiating behaviour4 min
Focus on Chinese negotiating behaviour4 min
Focus on the American negotiating behaviour4 min
Focus on the Middle Eastern culture negotiating behaviour6 min
Lessons learned from the COP21 negotiations6 min
Quiz6 exercices pour s'entraîner
Practice quiz "European Union"2 min
Practice quiz "China" example2 min
Practice quiz "American" example2 min
Practice quiz "Middle Eastern" example2 min
Practice Quiz "COP21"2 min
"Specific examples" - Final Graded Quiz20 min
4.7
16 avisChevron Right

Meilleurs avis

par 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.

par 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.

Enseignants

Avatar

Aurélien Colson

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

Alan Jenkins

Professor
Management

À propos de 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. ...

À propos de la Spécialisation Negotiation, Mediation and Conflict Resolution

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

Foire Aux Questions

  • Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.

  • Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.

D'autres questions ? Visitez le Centre d'Aide pour les Etudiants.