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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第 2 门课程（共 4 门）
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中级
完成时间大约为6 小时
英语（English）
字幕：英语（English）, 西班牙语（Spanish）, 阿拉伯语（Arabic）
学生职业成果
80%
完成这些课程后已开始新的职业生涯
71%
通过此课程获得实实在在的工作福利
25%
加薪或升职
可分享的证书
完成后获得证书
100% 在线
立即开始，按照自己的计划学习。
第 2 门课程（共 4 门）
可灵活调整截止日期
根据您的日程表重置截止日期。
中级
完成时间大约为6 小时
英语（English）
字幕：英语（English）, 西班牙语（Spanish）, 阿拉伯语（Arabic）
提供方
ESSEC商学院
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.
教学大纲 - 您将从这门课程中学到什么
完成时间为 1 小时
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.
完成时间为 1 小时
7 个视频 （总计 32 分钟）
7 个视频
Defining "Culture"4分钟
Prof. J. Brett on Culture and Negotiation4分钟
The multidimensionality of every negotiator4分钟
How to profile a culture (Part 1)4分钟
How to profile a culture (Part 2)3分钟
Cultural intelligence4分钟
4 个练习
Practice quiz "Defining culture"4分钟
Practice Quiz "Culture & Negotiator multidimensionality "8分钟
Practice quiz "How to profile a culture"10分钟
Practice quiz "Cultural Intelligence"8分钟
完成时间为 1 小时
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.
完成时间为 1 小时
6 个视频 （总计 26 分钟）
6 个视频
Low-context VS High-context cultures (Part 2)4分钟
Non-verbal communication across cultures5分钟
Monochronic VS Polychronic Cultures (Part 1)1分钟
Monochronic VS Polychronic Cultures (Part 2)4分钟
Global etiquette6分钟
4 个练习
Practice quiz "Low vs. high-context culture"2分钟
Practice quiz "Non-verbal communication"2分钟
Practice quiz "Monochronic vs. Polycronic culture"4分钟
Culture & Process dimension - Final Graded Quiz18分钟
完成时间为 1 小时
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.
完成时间为 1 小时
6 个视频 （总计 26 分钟）
6 个视频
The cross-cultural negotiator's dilemma (Part 2)3分钟
Key factors to design an Adaptation Negotiating Strategy5分钟
5 Adaptation Negotiating Strategies (Part 1)3分钟
5 Adaptation Negotiating Strategies (Part 2)3分钟
Adaptation strategy & Decision making processes in different Cultures4分钟
3 个练习
Practice quiz "Cross-cultural negotiator's dilemma"4分钟
Practice quiz "Adaptation negotiating strategy"4分钟
Culture & People Dimension - Final Graded Quiz18分钟
完成时间为 3 小时
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.
完成时间为 3 小时
6 个视频 （总计 35 分钟）
6 个视频
Focus on the EU institutions' negotiating behaviour4分钟
Focus on Chinese negotiating behaviour4分钟
Focus on the American negotiating behaviour4分钟
Focus on the Middle Eastern culture negotiating behaviour6分钟
Lessons learned from the COP21 negotiations6分钟
6 个练习
Practice quiz "European Union"2分钟
Practice quiz "China" example2分钟
Practice quiz "American" example2分钟
Practice quiz "Middle Eastern" example2分钟
Practice Quiz "COP21"2分钟
"Specific examples" - Final Graded Quiz20分钟
审阅
来自INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION的热门评论
由 TB 提供Jun 26, 2020
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.
由 CM 提供Jan 26, 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.
由 FM 提供Jun 22, 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.
由 GS 提供May 20, 2019
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!
关于 Negotiation, Mediation and Conflict Resolution 专项课程
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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