International and Cross-Cultural Negotiation

This 11- hours course will help the learner to be more precise about different dimensions of culture, from one region or country to another, while helping them to avoid simplifications, clichés and stereotypes. It will also lead  to a better overall awareness of one's own culture.In addition the course modules will guide the learner 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, awareness, preparation and strategy will be enhanced when one is faced with negotiators from cultures and regions different from their own. One's ability to anticipate and react,  negotiation flexibility, will be improved and refined.The course also gives the learner 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.