À propos de ce cours : 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.
Les destinataires de ce cours : This course is appropriate for anyone who wants to develop better cross-cultural understanding and to enhance their dialogue and negotiation capabilities. Intermediate level.
Créé par : Ecole de commerce ESSEC
Enseigné par : Aurélien Colson, Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science
Enseigné par : Alan Jenkins, Professor
Management
| Informations de base | Cours 2 de 4 dans Negotiation, Mediation and Conflict Resolution Specialization |
| Niveau | Intermediate |
| Engagement | 4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours. |
| Langue | English |
| Comment réussir | Réussissez tous les devoirs notés pour terminer le cours. |
| Notes des utilisateurs |
Programme de cours
SEMAINE 1
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.
7 vidéos, 4 quiz pour s'exercer
- Vidéo: Why Culture matters for negotiators ?
- Vidéo: Defining "Culture"
- 연습 문제: Practice quiz "Defining culture"
- Vidéo: Prof. J. Brett on Culture and Negotiation
- Vidéo: The multidimensionality of every negotiator
- 연습 문제: Practice Quiz "Culture & Negotiator multidimensionality "
- Vidéo: How to profile a culture (Part 1)
- Vidéo: How to profile a culture (Part 2)
- 연습 문제: Practice quiz "How to profile a culture"
- Vidéo: Cultural intelligence
- 토론 프롬프트: Discussion n°1 : Reflect on your learning
- 연습 문제: Practice quiz "Cultural Intelligence"
SEMAINE 2
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.
6 vidéos, 3 quiz pour s'exercer
- Vidéo: Low-context VS High-context cultures (Part 1)
- Vidéo: Low-context VS High-context cultures (Part 2)
- 연습 문제: Practice quiz "Low vs. high-context culture"
- Vidéo: Non-verbal communication across cultures
- 연습 문제: Practice quiz "Non-verbal communication"
- Vidéo: Monochronic VS Polychronic Cultures (Part 1)
- Vidéo: Monochronic VS Polychronic Cultures (Part 2)
- 연습 문제: Practice quiz "Monochronic vs. Polycronic culture"
- Vidéo: Global etiquette
- 토론 프롬프트: Discussion n°2 : reflect on your learning
Noté: Culture & Process dimension - Final Graded Quiz
SEMAINE 3
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.
6 vidéos, 2 quiz pour s'exercer
- Vidéo: The cross-cultural negotiator's dilemma (Part 1)
- Vidéo: The cross-cultural negotiator's dilemma (Part 2)
- 연습 문제: Practice quiz "Cross-cultural negotiator's dilemma"
- Vidéo: Key factors to design an Adaptation Negotiating Strategy
- Vidéo: 5 Adaptation Negotiating Strategies (Part 1)
- Vidéo: 5 Adaptation Negotiating Strategies (Part 2)
- Vidéo: Adaptation strategy & Decision making processes in different Cultures
- 연습 문제: Practice quiz "Adaptation negotiating strategy"
Noté: Culture & People Dimension - Final Graded Quiz
SEMAINE 4
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.
6 vidéos, 5 quiz pour s'exercer
- Vidéo: Focus on the French negotiating behaviour
- Vidéo: Focus on the EU institutions' negotiating behaviour
- 연습 문제: Practice quiz "European Union"
- Vidéo: Focus on Chinese negotiating behaviour
- 연습 문제: Practice quiz "China" example
- Vidéo: Focus on the American negotiating behaviour
- 연습 문제: Practice quiz "American" example
- Vidéo: Focus on the Middle Eastern culture negotiating behaviour
- 연습 문제: Practice quiz "Middle Eastern" example
- Vidéo: Lessons learned from the COP21 negotiations
- 연습 문제: Practice Quiz "COP21"
- 토론 프롬프트: Discussion n°4 : reflect on your learning
Noté: "Specific examples" - Final Graded Quiz
Noté: Explore your own negotiation culture.
FAQ
Comment cela fonctionne
수업 활동
각 강좌는 대화형 교과서 형식으로 이루어지며, 사전 녹화된 비디오, 테스트, 프로젝트를 포함합니다.
동료로부터의 도움
수천 명의 다른 동료 학습자와 함께 논의하고, 강좌 자료에 대하여 토론하고, 개념 습득을 위해 서로 도움을 받으십시오.
수료증
귀하의 성과를 공식적으로 인정받아 친구, 동료, 회사에 성과를 공유해 보세요.
Créateurs
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.
Tarification
| Acheter le cours | |
|---|---|
| Accéder au contenu du cours | Disponible |
| Accéder au contenu noté | Disponible |
| Recevoir une Note Finale | Disponible |
| Obtenir un Certificat de Cours partageable | Disponible |
Notation et examens
great course
Very helpful
Really nice course. I would have liked some suggestions on what to read regarding specific cultures and how their negotiation style is
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Looking forward to complete the two more modules! Thank you!