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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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.
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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.
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7개 동영상 (총 32분)
7개의 동영상
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
4개 연습문제
Practice quiz "Defining culture"4m
Practice Quiz "Culture & Negotiator multidimensionality "8m
Practice quiz "How to profile a culture"10m
Practice quiz "Cultural Intelligence"8m
완료하는 데 1시간 필요
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.
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6개 동영상 (총 26분)
6개의 동영상
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
4개 연습문제
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
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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.
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6개 동영상 (총 26분)
6개의 동영상
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
3개 연습문제
Practice quiz "Cross-cultural negotiator's dilemma"4m
Practice quiz "Adaptation negotiating strategy"4m
Culture & People Dimension - Final Graded Quiz18m
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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.
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6개 동영상 (총 35분)
6개의 동영상
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
6개 연습문제
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
검토
INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION의 최상위 리뷰
TB 제공2020년 6월 26일
Very interesting. Packed with good and relevant information. It does present some examples, but I would love it even more if it had more and better detailed and analyzed real-life cases.
CM 제공2018년 1월 26일
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.
FM 제공2018년 6월 22일
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.
GS 제공2019년 5월 20일
Loved it. Very insightful, without giving too much information, simply some guidelines and tools to help you when going into an international negotiation. Thanks for this!
Negotiation, Mediation and Conflict Resolution 특화 과정 정보
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.
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