Acerca de este Curso
4.7
61 calificaciones
16 revisiones
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Nivel intermedio

Nivel intermedio

Horas para completar

Aprox. 10 horas para completar

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

Inglés (English)

Subtítulos: Inglés (English), Árabe (Arabic)
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Nivel intermedio

Nivel intermedio

Horas para completar

Aprox. 10 horas para completar

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

Inglés (English)

Subtítulos: Inglés (English), Árabe (Arabic)

Programa - Qué aprenderás en este curso

Semana
1
Horas para completar
1 hora para completar

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 videos (Total 32 minutos), 4 quizzes
Video7 videos
Defining "Culture"4m
Prof. J. Brett on Culture and Negotiation4m
The multidimensionality of every negotiator4m
How to profile a culture (Part 1)4m
How to profile a culture (Part 2)3m
Cultural intelligence4m
Quiz4 ejercicios de práctica
Practice quiz "Defining culture"4m
Practice Quiz "Culture & Negotiator multidimensionality "8m
Practice quiz "How to profile a culture"10m
Practice quiz "Cultural Intelligence"8m
Semana
2
Horas para completar
1 hora para completar

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 videos (Total 26 minutos), 4 quizzes
Video6 videos
Low-context VS High-context cultures (Part 2)4m
Non-verbal communication across cultures5m
Monochronic VS Polychronic Cultures (Part 1)1m
Monochronic VS Polychronic Cultures (Part 2)4m
Global etiquette6m
Quiz4 ejercicios de práctica
Practice quiz "Low vs. high-context culture"2m
Practice quiz "Non-verbal communication"2m
Practice quiz "Monochronic vs. Polycronic culture"4m
Culture & Process dimension - Final Graded Quiz18m
Semana
3
Horas para completar
1 hora para completar

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 videos (Total 26 minutos), 3 quizzes
Video6 videos
The cross-cultural negotiator's dilemma (Part 2)3m
Key factors to design an Adaptation Negotiating Strategy5m
5 Adaptation Negotiating Strategies (Part 1)3m
5 Adaptation Negotiating Strategies (Part 2)3m
Adaptation strategy & Decision making processes in different Cultures4m
Quiz3 ejercicios de práctica
Practice quiz "Cross-cultural negotiator's dilemma"4m
Practice quiz "Adaptation negotiating strategy"4m
Culture & People Dimension - Final Graded Quiz18m
Semana
4
Horas para completar
3 horas para completar

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 videos (Total 35 minutos), 7 quizzes
Video6 videos
Focus on the EU institutions' negotiating behaviour4m
Focus on Chinese negotiating behaviour4m
Focus on the American negotiating behaviour4m
Focus on the Middle Eastern culture negotiating behaviour6m
Lessons learned from the COP21 negotiations6m
Quiz6 ejercicios de práctica
Practice quiz "European Union"2m
Practice quiz "China" example2m
Practice quiz "American" example2m
Practice quiz "Middle Eastern" example2m
Practice Quiz "COP21"2m
"Specific examples" - Final Graded Quiz20m
4.7
16 revisionesChevron Right

Principales revisiones

por 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.

por 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.

Instructores

Avatar

Aurélien Colson

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

Alan Jenkins

Professor
Management

Acerca 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. ...

Acerca del programa especializado 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

Preguntas Frecuentes

  • Una vez que te inscribes para obtener un Certificado, tendrás acceso a todos los videos, cuestionarios y tareas de programación (si corresponde). Las tareas calificadas por compañeros solo pueden enviarse y revisarse una vez que haya comenzado tu sesión. Si eliges explorar el curso sin comprarlo, es posible que no puedas acceder a determinadas tareas.

  • Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.

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