Informações sobre o curso
4.7
59 classificações
15 avaliações
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Nível intermediário

Nível intermediário

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 disponíveis

Inglês

Legendas: Inglês, Árabe...
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Nível intermediário

Nível intermediário

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 disponíveis

Inglês

Legendas: Inglês, Árabe...

Programa - O que você aprenderá com este curso

Semana
1
Horas para completar
1 hora para concluir

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 vídeos (Total de 32 min), 4 testes
Video7 videos
Defining "Culture"4min
Prof. J. Brett on Culture and Negotiation4min
The multidimensionality of every negotiator4min
How to profile a culture (Part 1)4min
How to profile a culture (Part 2)3min
Cultural intelligence4min
Quiz4 exercícios práticos
Practice quiz "Defining culture"4min
Practice Quiz "Culture & Negotiator multidimensionality "8min
Practice quiz "How to profile a culture"10min
Practice quiz "Cultural Intelligence"8min
Semana
2
Horas para completar
1 hora para concluir

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 vídeos (Total de 26 min), 4 testes
Video6 videos
Low-context VS High-context cultures (Part 2)4min
Non-verbal communication across cultures5min
Monochronic VS Polychronic Cultures (Part 1)1min
Monochronic VS Polychronic Cultures (Part 2)4min
Global etiquette6min
Quiz4 exercícios práticos
Practice quiz "Low vs. high-context culture"2min
Practice quiz "Non-verbal communication"2min
Practice quiz "Monochronic vs. Polycronic culture"4min
Culture & Process dimension - Final Graded Quiz18min
Semana
3
Horas para completar
1 hora para concluir

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 vídeos (Total de 26 min), 3 testes
Video6 videos
The cross-cultural negotiator's dilemma (Part 2)3min
Key factors to design an Adaptation Negotiating Strategy5min
5 Adaptation Negotiating Strategies (Part 1)3min
5 Adaptation Negotiating Strategies (Part 2)3min
Adaptation strategy & Decision making processes in different Cultures4min
Quiz3 exercícios práticos
Practice quiz "Cross-cultural negotiator's dilemma"4min
Practice quiz "Adaptation negotiating strategy"4min
Culture & People Dimension - Final Graded Quiz18min
Semana
4
Horas para completar
3 horas para concluir

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 vídeos (Total de 35 min), 7 testes
Video6 videos
Focus on the EU institutions' negotiating behaviour4min
Focus on Chinese negotiating behaviour4min
Focus on the American negotiating behaviour4min
Focus on the Middle Eastern culture negotiating behaviour6min
Lessons learned from the COP21 negotiations6min
Quiz6 exercícios práticos
Practice quiz "European Union"2min
Practice quiz "China" example2min
Practice quiz "American" example2min
Practice quiz "Middle Eastern" example2min
Practice Quiz "COP21"2min
"Specific examples" - Final Graded Quiz20min
4.7
15 avaliaçõesChevron Right

Melhores avaliações

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.

Instrutores

Avatar

Aurélien Colson

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

Alan Jenkins

Professor
Management

Sobre 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. ...

Sobre o Programa de cursos integrados 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

Perguntas Frequentes – FAQ

  • Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.

  • Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.

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