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Aurélien Colson
and
Alan Jenkins
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?
Read more
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?
Read more
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/3k0lhy/international
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What's inside
Syllabus
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.
Read more
Syllabus
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.
Read more
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.
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.
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.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Is highly relevant to learners who work in business or who pursue leisure activities that involve business-minded people
Useful for learners who want to become more aware of cultural differences in business and negotiation contexts
Builds a strong foundation in understanding cultural differences and their impact on business negotiation
Covers unique perspectives on culture and negotiation, adding depth to learners' understanding of the subject
Guided by instructors Aurélien Colson and Alan Jenkins, who are recognized for their work in the field of cross-cultural negotiation
May require learners to have some background knowledge in business negotiation or cross-cultural interactions
Save this course
Save International and Cross-Cultural Negotiation to your list so you can find it easily later:
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Reviews summary
Negotiation strategies for a cross-cultural world
Learners say this largely positive course covers the basics of cross-cultural negotiation. It offers lots of real-world examples and provides you with practical tools and concepts to use in your own negotiations. The instructors are knowledgeable and engaging, and the course is well-structured and easy to follow. Overall, learners highly recommend this course for anyone who wants to improve their cross-cultural negotiation skills.
The course is clear and engaging, making it easy to follow and understand the concepts presented.
"Very relatable"
"Good quality and useful informationI'm ver happy with this course, it gave me an overview of how to approach and lead multicultural negotiations"
"Very good MOOC for beginners. Speakers are very competent and the lessons are very well organized in short videos. Very easy to follow for people who have a job."
Taught by knowledgeable instructors who are experts in cross-cultural negotiation.
"Absolutely brilliant course, with very learned instructors. Loved the learning of this course."
"Huge greetings for this course! It was very informative, examples given were deeply illustrative of the cross-cultural situation."
"Very good course! Insightful and well conducted. I would recommend to provide some additional materials (papers, web links etc.) for those learners who want to get deeper into the topics. However, wonderful experience! Thank you so much!"
Offers practical tools and concepts that can be applied in real-world negotiations.
"Reaaly useful tools and concepts"
"Very informative and sets you thinking in the required direction. "
"I found really interesting and helpful to interpret a negotitian from a different point of view: cultural impact on the negotiation needs to be examinated to be successful and to achieve your company goals. Contents really well presented. "
Provides valuable insights into cultural differences and their impact on negotiation.
"Very insightful, I learnt lots of new information to help me better in my cultural interactions."
"How to communicate and negotiate with another culture avoiding clcihé and steretoypes, it was just fascinating and essential learning, very high quality from the whole Teacher's team! thank you"
"Very interesting course that help to complete your profile of international negotiator."
Some learners found that the course could have gone deeper into the subject matter and provided more real-world cases.
"Good MOOC, but I think it was possible to go deeper into the subject.
The presenters are very didactic and keep you attentive.
The MOOC is quite entertaining."
"The course was informative and filled with examples of varied cultural considerations, particularly in bilateral negotiation. Some attention was given to multi-lateral, particularly the climate control conference. Perhaps due to the "soft skill" nature of this topic, I felt there was less framework based guidance than the intro to the intro negotiation course and its ten-point, three-domain paradigm."
Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in International and Cross-Cultural Negotiation with these
activities:
Create a Course Resource Compilation
Show steps
Organize and review important course materials, including notes, assignments, and exams, to enhance your understanding of the concepts covered.
Show steps
-
Gather all of the course materials, including notes, assignments, and exams.
-
Organize the materials into a logical order.
-
Review the materials and identify any areas that need further clarification.
-
Create a summary of the key concepts covered in the course.
Read 'Negotiating Across Cultures' by Michele J. Gelfand
Show steps
Gain insights into the impact of culture on negotiation by reading a book that provides a comprehensive overview of this topic.
Show steps
-
Purchase or borrow a copy of 'Negotiating Across Cultures' by Michele J. Gelfand.
-
Read the book and take notes on the key concepts.
-
Reflect on how the concepts in the book apply to your own experiences with negotiation.
-
Discuss the book with others and share your insights.
Negotiation Role Play Preparation
Show steps
Practice your negotiation skills through role-playing to be better prepared to engage in real-world negotiation scenarios during the course.
Browse courses on
Negotiation
Show steps
-
Review the different negotiation styles and techniques covered in the course materials.
-
Identify a negotiation scenario that you are interested in practicing.
-
Develop a plan for how you will approach the negotiation from both sides of the table.
-
Practice the negotiation with a partner.
-
Reflect on your performance and identify areas for improvement.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Attend a Cross-Cultural Negotiation Workshop
Show steps
Enhance your understanding of cross-cultural negotiation through a workshop specifically designed to explore this topic.
Browse courses on
Cross-Cultural Negotiation
Show steps
-
Identify a cross-cultural negotiation workshop that you are interested in attending.
-
Register for the workshop.
-
Attend the workshop and actively participate in the activities.
-
Reflect on what you learned from the workshop and how you can apply it to your own negotiation practice.
Create a Cultural Comparison Chart
Show steps
Develop a deeper understanding of the different cultural dimensions discussed in the course by creating a comparative chart.
Browse courses on
Cultural Differences
Show steps
-
Identify the key cultural dimensions covered in the course materials.
-
Research and gather information on how these dimensions vary across different cultures.
-
Create a chart that compares and contrasts the different cultural dimensions for the cultures you are interested in.
-
Share your chart with others and discuss the implications for negotiation.
Cultural Sensitivity Exercises
Show steps
Enhance your ability to recognize and respond appropriately to cultural differences by practicing cultural sensitivity exercises.
Browse courses on
Cultural Sensitivity
Show steps
-
Identify a specific cultural sensitivity issue that you want to focus on.
-
Research and gather information about the cultural sensitivity issue.
-
Develop a plan for how you will respond to the cultural sensitivity issue in a respectful and sensitive manner.
-
Practice your response with a partner.
-
Reflect on your performance and identify areas for improvement.
Negotiation Simulation Presentation
Show steps
Apply the concepts and skills learned in the course by conducting a negotiation simulation and presenting your findings.
Browse courses on
Cross-Cultural Negotiation
Show steps
-
Select a negotiation scenario that you are interested in exploring.
-
Develop a plan for how you will conduct the negotiation simulation.
-
Conduct the negotiation simulation with a partner.
-
Analyze the results of the negotiation simulation.
-
Create a presentation that summarizes your findings and insights from the negotiation simulation.
Negotiation Case Competition
Show steps
Put your negotiation skills to the test by participating in a negotiation case competition.
Browse courses on
Cross-Cultural Negotiation
Show steps
-
Identify a negotiation case competition that you are interested in participating in.
-
Develop a team of negotiators.
-
Prepare for the negotiation case competition by researching the case and developing a negotiation strategy.
-
Compete in the negotiation case competition.
-
Reflect on your performance and identify areas for improvement.
Create a Course Resource Compilation
Show steps
Organize and review important course materials, including notes, assignments, and exams, to enhance your understanding of the concepts covered.
Show steps
Show steps
Show steps
- Gather all of the course materials, including notes, assignments, and exams.
- Organize the materials into a logical order.
- Review the materials and identify any areas that need further clarification.
- Create a summary of the key concepts covered in the course.
Read 'Negotiating Across Cultures' by Michele J. Gelfand
Show steps
Gain insights into the impact of culture on negotiation by reading a book that provides a comprehensive overview of this topic.
Show steps
Show steps
Show steps
- Purchase or borrow a copy of 'Negotiating Across Cultures' by Michele J. Gelfand.
- Read the book and take notes on the key concepts.
- Reflect on how the concepts in the book apply to your own experiences with negotiation.
- Discuss the book with others and share your insights.
Negotiation Role Play Preparation
Show steps
Practice your negotiation skills through role-playing to be better prepared to engage in real-world negotiation scenarios during the course.
Browse courses on
Negotiation
Show steps
Show steps
Show steps
- Review the different negotiation styles and techniques covered in the course materials.
- Identify a negotiation scenario that you are interested in practicing.
- Develop a plan for how you will approach the negotiation from both sides of the table.
- Practice the negotiation with a partner.
- Reflect on your performance and identify areas for improvement.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Attend a Cross-Cultural Negotiation Workshop
Show steps
Enhance your understanding of cross-cultural negotiation through a workshop specifically designed to explore this topic.
Browse courses on
Cross-Cultural Negotiation
Show steps
Show steps
Show steps
- Identify a cross-cultural negotiation workshop that you are interested in attending.
- Register for the workshop.
- Attend the workshop and actively participate in the activities.
- Reflect on what you learned from the workshop and how you can apply it to your own negotiation practice.
Create a Cultural Comparison Chart
Show steps
Develop a deeper understanding of the different cultural dimensions discussed in the course by creating a comparative chart.
Browse courses on
Cultural Differences
Show steps
Show steps
Show steps
- Identify the key cultural dimensions covered in the course materials.
- Research and gather information on how these dimensions vary across different cultures.
- Create a chart that compares and contrasts the different cultural dimensions for the cultures you are interested in.
- Share your chart with others and discuss the implications for negotiation.
Cultural Sensitivity Exercises
Show steps
Enhance your ability to recognize and respond appropriately to cultural differences by practicing cultural sensitivity exercises.
Browse courses on
Cultural Sensitivity
Show steps
Show steps
Show steps
- Identify a specific cultural sensitivity issue that you want to focus on.
- Research and gather information about the cultural sensitivity issue.
- Develop a plan for how you will respond to the cultural sensitivity issue in a respectful and sensitive manner.
- Practice your response with a partner.
- Reflect on your performance and identify areas for improvement.
Negotiation Simulation Presentation
Show steps
Apply the concepts and skills learned in the course by conducting a negotiation simulation and presenting your findings.
Browse courses on
Cross-Cultural Negotiation
Show steps
Show steps
Show steps
- Select a negotiation scenario that you are interested in exploring.
- Develop a plan for how you will conduct the negotiation simulation.
- Conduct the negotiation simulation with a partner.
- Analyze the results of the negotiation simulation.
- Create a presentation that summarizes your findings and insights from the negotiation simulation.
Negotiation Case Competition
Show steps
Put your negotiation skills to the test by participating in a negotiation case competition.
Browse courses on
Cross-Cultural Negotiation
Show steps
Show steps
Show steps
- Identify a negotiation case competition that you are interested in participating in.
- Develop a team of negotiators.
- Prepare for the negotiation case competition by researching the case and developing a negotiation strategy.
- Compete in the negotiation case competition.
- Reflect on your performance and identify areas for improvement.
Career center
Learners who complete International and Cross-Cultural Negotiation will develop knowledge and skills
that may be useful to these careers:
Negotiator
Negotiator
Negotiators represent their clients in negotiations with other parties. They work to reach agreements that are beneficial to their clients. This course provides a comprehensive understanding of cross-cultural negotiation, which is essential for negotiators in achieving success in their work.
Cross-Cultural Trainer
Cross-Cultural Trainer
Cross-cultural trainers help people from different cultures to understand each other and work together effectively. They provide training on cultural differences, communication styles, and negotiation techniques. This course provides a comprehensive understanding of cross-cultural negotiation, which is essential for cross-cultural trainers.
Peacebuilder
Peacebuilder
Peacebuilders work to prevent and resolve conflict in war-torn and post-conflict societies. They work with local communities and organizations to build peace and reconciliation. This course provides a deep understanding of cultural differences and their impact on negotiation, which is essential for peacebuilders in their work.
Diplomat
Diplomat
Diplomats represent their countries abroad, negotiating with foreign governments and international organizations. An understanding of cultural differences is essential for diplomats, as they must be able to build relationships and communicate effectively with people from all backgrounds. This course provides a foundation in cross-cultural negotiation, which can be helpful for diplomats in their work.
Mediator
Mediator
Mediators help people resolve disputes and reach agreements. They facilitate communication between parties and help them to find common ground. This course provides a strong foundation in cross-cultural negotiation, which can be helpful for mediators in resolving disputes between people from different cultures.
Lawyer
Lawyer
Lawyers negotiate contracts, resolve disputes, and represent clients in court. An understanding of cultural differences is important for lawyers, as they must be able to understand the needs and perspectives of their clients from all backgrounds. This course provides a deep understanding of cultural differences and their impact on negotiation, which can be invaluable for lawyers.
International Business Consultant
International Business Consultant
International business consultants advise companies on how to do business in foreign countries. They help companies understand the local culture and business practices, and develop strategies for success. This course provides a deep understanding of cultural differences and their impact on negotiation, which can be invaluable for international business consultants.
Sales Manager
Sales Manager
Sales managers lead and motivate sales teams. They develop and implement sales strategies to achieve sales goals. This course provides a foundation in cross-cultural negotiation, which can be helpful for sales managers in managing sales teams from different cultures and negotiating with customers from different cultures.
Policy Analyst
Policy Analyst
Policy analysts research and analyze public policy issues. They develop and recommend policies to address social and economic problems. This course provides a foundation in cross-cultural negotiation, which can be helpful for policy analysts in understanding the different perspectives and interests of stakeholders from different cultures.
Writer
Writer
Writers create written content for a variety of purposes. They work with editors and publishers to produce books, articles, and other written materials. This course provides a foundation in cross-cultural negotiation, which can be helpful for writers in working with editors and publishers from different cultures.
Project Manager
Project Manager
Project managers plan and execute projects. They work with teams of people to achieve project goals. This course provides a foundation in cross-cultural negotiation, which can be helpful for project managers in managing teams from different cultures.
Public Relations Specialist
Public Relations Specialist
Public relations specialists manage the public image of organizations and individuals. They work with the media and other stakeholders to build and maintain positive relationships. This course provides a foundation in cross-cultural negotiation, which can be helpful for public relations specialists in working with people from different cultures.
Social Worker
Social Worker
Social workers help people to overcome social and economic challenges. They work with individuals, families, and communities to provide support and services. This course provides a foundation in cross-cultural negotiation, which can be helpful for social workers in working with people from different cultures.
Teacher
Teacher
Teachers educate students in a variety of subjects. They work with students from all backgrounds to help them learn and grow. This course provides a foundation in cross-cultural negotiation, which can be helpful for teachers in working with students from different cultures.
Human Resources Manager
Human Resources Manager
Human resources managers are responsible for managing the human capital of an organization. They develop and implement policies and procedures that promote a positive and productive work environment. This course provides a foundation in cross-cultural negotiation, which can be helpful for human resources managers in managing a diverse workforce.
For more career information including salaries, visit:
OpenCourser.com/course/3k0lhy/international
Reading list
We've selected 13 books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
International and Cross-Cultural Negotiation.
Provides a practical guide to cross-cultural communication. It valuable resource for anyone who wants to improve their communication skills in a global context.
Provides a framework for understanding cultural differences in business. It valuable resource for anyone who wants to do business in a global context.
Save
Provides a practical guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills.
Save
Classic guide to negotiation. It valuable resource for anyone who wants to improve their negotiation skills.
Provides a comprehensive overview of the psychology of persuasion. It valuable resource for anyone who wants to improve their persuasion skills.
Provides a practical guide to emotional intelligence. It valuable resource for anyone who wants to improve their emotional intelligence skills.
Provides a framework for personal and professional success. It valuable resource for anyone who wants to improve their effectiveness.
Classic guide to strategy and warfare. It valuable resource for anyone who wants to improve their strategic thinking skills.
Save
Classic guide to political power. It valuable resource for anyone who wants to improve their understanding of political power.
Save
Provides a comprehensive overview of the history of prosperity. It valuable resource for anyone who wants to understand the factors that have contributed to prosperity.
Provides a comprehensive overview of the history of humankind. It valuable resource for anyone who wants to understand the evolution of human society.
Save
Provides a comprehensive overview of the future of capitalism. It valuable resource for anyone who wants to understand the challenges and opportunities facing capitalism in the 21st century.
Save
Provides a comprehensive overview of the history and future of the Silk Roads. It valuable resource for anyone who wants to understand the importance of the Silk Roads in the past and present.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/3k0lhy/international
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Effort
4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours.
Level
Intermediate
Via
Coursera
Institution
ESSEC Business School
Instructors
Aurélien Colson
Alan Jenkins
Language
English
Transcripts
Español
Français
Português
Deutsch
Italiano
中文
العربية
한국어
日本語
हिंदी
Nederlands
Svenska
Pусский
Türkçe
Polski
Ελληνικά
українська мова
magyar nyelv
Bahasa Indonesia
ไทย
қазақша
اُردُو,
فارسی
বাংলা
tiếng Việt
پښتو
آذربایجان دیلی
This course belongs to a
collection
called
Negotiation, Mediation and Conflict Resolution. It's comprised of four courses:
- International and Cross-Cultural Negotiation (viewing)
- Mediation and Conflict Resolution
- Negotiation, Mediation, and Conflict Resolution - Capstone Project
- Negotiation Fundamentals
Good to know
Is highly relevant to learners who work in business or who pursue leisure activities that involve business-minded people
Useful for learners who want to become more aware of cultural differences in business and negotiation contexts
Builds a strong foundation in understanding cultural differences and their impact on business negotiation
Covers unique perspectives on culture and negotiation, adding depth to learners' understanding of the subject
Guided by instructors Aurélien Colson and Alan Jenkins, who are recognized for their work in the field of cross-cultural negotiation
May require learners to have some background knowledge in business negotiation or cross-cultural interactions
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