What you'll learn
Culture & Negotiation
The impact of culture on the process dimension of negotiation
The impact of culture on the people dimension of negotiation
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.
Access to a computer or mobile device with an internet connection.
Motivation to learn!
There are no special materials or prerequisite knowledge required for this course.
Who this course is for
Students who are already familiar with this field
Students willing to put in a couple hours to learn about International and Cross-Cultural Negotiation
Advanced students wanting to add another skill to their portfolio
Aurélien Colson – Professor, ESSEC Business School – Director, IRENE Paris, Singapore & Brussels – Political Science
Alan Jenkins – Professor – Management
This course includes
Option for learning at your own pace
Videos and reading material about the course
Assessed tasks with feedback from other course participants
Evaluated tests with feedback
Evaluated programming tasks