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International and Cross-Cultural Negotiation

Approx. 12 hours to complete

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Course Summary

This course covers the fundamental principles, theories, and practices of international negotiation. Students will learn how to prepare for and conduct successful negotiations in a global business environment.

Key Learning Points

Understand the cultural differences that can impact negotiation outcomes
Learn effective communication techniques for international negotiations
Develop strategies to overcome common negotiation challenges

Learning Outcomes

Develop cultural awareness and sensitivity in international negotiations
Learn to effectively plan and prepare for international negotiations
Gain an understanding of the legal and ethical considerations in international negotiations

Prerequisites or good to have knowledge before taking this course

Basic knowledge of negotiation principles
Proficiency in English

Course Difficulty Level

Intermediate

Course Format

Self-paced
Online
Video lectures
Case studies
Quizzes

Similar Courses

Negotiation and Conflict Resolution
International Business Essentials
Global Business Strategy

Related Education Paths

Notable People in This Field

Co-founder of the Harvard Program on Negotiation
Professor of Organizational Behavior at INSEAD

Related Books

Description

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?

This course will help you to be more precise about different dimensions of culture, from one region or country to another, while helping you to avoid simplifications, clichés and stereotypes. It will also lead you to a better overall awareness of your own culture. In addition the course modules will guide you to a better understanding of when and how cultural differences are likely to influence the different dimensions of a negotiation - the people, problems and processes. Armed with that understanding, your awareness, preparation and strategy will be enhanced when you are faced with negotiators from cultures and regions different from your own. Your ability to anticipate and react, your negotiation flexibility, will be improved and refined. The course also gives you a concrete look at quite different national and regional negotiation styles (we look at the French, Chinese, North American and Middle Eastern). In addition, an examination of negotiation in two multicultural settings (European Union institutions, on the one hand, and the recent COP 21 climate conference in Paris, on the other) highlights the importance of well-designed negotiation processes for getting both efficiency and fairness.

Outline

Culture & Negotiation
Why Culture matters for negotiators ?
Defining "Culture"
Prof. J. Brett on Culture and Negotiation
The multidimensionality of every negotiator
How to profile a culture (Part 1)
How to profile a culture (Part 2)
Cultural intelligence
Practice quiz "Defining culture"
Practice Quiz "Culture & Negotiator multidimensionality "
Practice quiz "How to profile a culture"
Practice quiz "Cultural Intelligence"

The impact of culture on the process dimension of negotiation
Low-context VS High-context cultures (Part 1)
Low-context VS High-context cultures (Part 2)
Non-verbal communication across cultures
Monochronic VS Polychronic Cultures (Part 1)
Monochronic VS Polychronic Cultures (Part 2)
Global etiquette
Practice quiz "Low vs. high-context culture"
Practice quiz "Non-verbal communication"
Practice quiz "Monochronic vs. Polycronic culture"
Culture & Process dimension - Final Graded Quiz

The impact of culture on the people dimension of negotiation
The cross-cultural negotiator's dilemma (Part 1)
The cross-cultural negotiator's dilemma (Part 2)
Key factors to design an Adaptation Negotiating Strategy
5 Adaptation Negotiating Strategies (Part 1)
5 Adaptation Negotiating Strategies (Part 2)
Adaptation strategy & Decision making processes in different Cultures
Practice quiz "Cross-cultural negotiator's dilemma"
Practice quiz "Adaptation negotiating strategy"
Culture & People Dimension - Final Graded Quiz

Specific examples
Focus on the French negotiating behaviour
Focus on the EU institutions' negotiating behaviour
Focus on Chinese negotiating behaviour
Focus on the American negotiating behaviour
Focus on the Middle Eastern culture negotiating behaviour
Lessons learned from the COP21 negotiations
Practice quiz "European Union"
Practice quiz "China" example
Practice quiz "American" example
Practice quiz "Middle Eastern" example
Practice Quiz "COP21"
"Specific examples" - Final Graded Quiz

Summary of User Reviews

Learn the art of international negotiation with this Coursera course. Students rated this course highly, citing its valuable insights into cross-cultural communication and negotiation strategies. Many users found the course to be a game-changer in their personal and professional lives.

Key Aspect Users Liked About This Course

Many users found the course's emphasis on cross-cultural communication and negotiation strategies to be particularly helpful.

Pros from User Reviews

Valuable insights into international negotiation
Practical and applicable strategies
Well-structured and engaging course material

Cons from User Reviews

Some users found the course to be too basic
Limited opportunities for interaction with instructors and peers
The course may not be relevant for those not interested in international negotiations

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