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?
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International and Cross-Cultural Negotiation
This course is part of Negotiation, Mediation and Conflict Resolution Specialization
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Instructors: Aurélien Colson
25,850 already enrolled
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(601 reviews)
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17 assignments
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There are 4 modules in this course
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.
What's included
7 videos4 assignments1 discussion prompt
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.
What's included
6 videos4 assignments1 discussion prompt
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.
What's included
6 videos3 assignments
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.
What's included
6 videos6 assignments1 peer review1 discussion prompt
Instructors
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Recommended if you're interested in Leadership and Management
ESSEC Business School
University of Illinois Urbana-Champaign
University of California, Irvine
University of California, Irvine
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601 reviews
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Reviewed on Jan 4, 2020
Really useful and an eye-opener to other cultures and how to best adapt to different scenarios.
Reviewed on Feb 13, 2020
Excellent professors and lectures, diversity of perspectives and pertinent content
Reviewed on Dec 29, 2021
Very informative, useful and applicable. Loaded with very practical tips and insights from internationally-renowned experts.
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