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?
Ce cours fait partie de la Spécialisation Negotiation, Mediation and Conflict Resolution
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Spécialisation Negotiation, Mediation and Conflict ResolutionEcole de commerce ESSEC À propos de ce cours
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55%
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29%
a obtenu une augmentation de salaire ou une promotion
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Cours 2 sur 4 dans le
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Niveau intermédiaire
Approx. 12 heures pour terminer
Anglais
Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
Résultats de carrière des étudiants
71%
ont commencé une nouvelle carrière après avoir terminé ce cours
55%
ont bénéficié d'un avantage concret dans leur carrières grâce à ce cours
29%
a obtenu une augmentation de salaire ou une promotion
Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 2 sur 4 dans le
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire
Approx. 12 heures pour terminer
Anglais
Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
Offert par
Ecole de commerce ESSEC
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.
Programme du cours : ce que vous apprendrez dans ce cours
3 heures 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.
3 heures pour terminer
7 vidéos (Total 32 min)
7 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
4 exercices pour s'entraîner
Practice quiz "Defining culture"30 min
Practice Quiz "Culture & Negotiator multidimensionality "30 min
Practice quiz "How to profile a culture"30 min
Practice quiz "Cultural Intelligence"30 min
3 heures 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.
3 heures pour terminer
6 vidéos (Total 26 min)
6 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
4 exercices pour s'entraîner
Practice quiz "Low vs. high-context culture"30 min
Practice quiz "Non-verbal communication"30 min
Practice quiz "Monochronic vs. Polycronic culture"30 min
Culture & Process dimension - Final Graded Quiz30 min
2 heures 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.
2 heures pour terminer
6 vidéos (Total 26 min)
6 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
3 exercices pour s'entraîner
Practice quiz "Cross-cultural negotiator's dilemma"30 min
Practice quiz "Adaptation negotiating strategy"30 min
Culture & People Dimension - Final Graded Quiz30 min
5 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.
5 heures pour terminer
6 vidéos (Total 35 min)
6 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
6 exercices pour s'entraîner
Practice quiz "European Union"30 min
Practice quiz "China" example30 min
Practice quiz "American" example30 min
Practice quiz "Middle Eastern" example30 min
Practice Quiz "COP21"30 min
"Specific examples" - Final Graded Quiz30 min
Avis
Meilleurs avis pour INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION
par TB26 juin 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.
par RS11 août 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.
par JR1 sept. 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.
par CM26 janv. 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.
À propos du 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.
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