Develop your negotiation and conflict resolution skills. Learn advanced techniques, acquire valuable tools, and learn the golden rules of industry professionals.
Suggested by: Coursera (What is Coursera?)
No prior knowledge required
No unnecessary risks
This course gives you access to practical tools and negotiation techniques gathered by Professor Orlean Colson and his team, from experience in more than seventy countries and in a wide range of sectors, whether it is services, industry, high-tech or public organizations.
Interactively, the course will help you, among other things, prepare for any negotiation; avoid pitfalls; know how to promote partnerships that create value; build an effective negotiation sequence; negotiate effectively and respectfully; deal with fixations; and much more!
Indeed, negotiation is not just about determining who gets what now – first and foremost, it is about creating productive, fair and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win… but not at any cost.”
In conjunction with its specialization, the course will prepare you for high-impact and sustainable negotiations at all levels, whether it’s finding solutions to people management problems, closing a sales package deal, or entering into high-level strategic or political negotiations involving multiple stakeholders.
We are all aware that cultural differences are significant and that they affect the way we interact with others in business and leisure activities. But what exactly is culture, and how does it affect negotiations, in particular? This course will help you to be more precise about the different dimensions of culture, from one region or country to another, and will help you avoid simplifications, clichés and stereotypes. It will also lead you to a better understanding of your own culture.
Additionally, the modules in the course will guide you to a better understanding of when and how cultural differences may affect the different dimensions of negotiation – people, issues and areas. With this understanding, your awareness, preparation and strategy will be strengthened when dealing with NPAs from cultures and cultural regions different from your own. Your ability to anticipate and respond, your negotiation flexibility, will improve and sharpen.
The course also offers a concrete look at different national and regional negotiation styles (we will examine the French, Chinese, North American and Middle Eastern styles). In addition, examining negotiations in two multicultural settings (the European Union institutions on the one hand, and the COP 21 climate conference held in Paris on the other) highlights the importance of well-designed negotiation processes for achieving efficiency and fairness.
Mediation is a cardinal means of reaching agreed and peaceful solutions in today’s world – on an international, political, industrial, peacekeeping or social level. With the course you will have the ability to choose and manage a mediation process. You will understand more deeply the resolution of conflicts in the workplace and in the international arena. The basics of negotiation are required to complete this course. They can be acquired through our course “Fundamentals of Negotiation”.
After this course, you will be able to:
This course includes video lectures from leading experts, interactive questions, case studies, exercises, and graded tests.
This course is designed to be a logical continuation of the ESSEC IRENE online negotiation course series, and the course on Mediation and Conflict Resolution teaches a broad set of additional skills and approaches. Developed by one of Europe’s leading institutes for research and education in negotiation and mediation, ESSEC IRENE, the course provides you with a set of practical tools, approaches and skills to bring your mediation to high-impact implementation.
This course is designed to help you apply the knowledge, skills and experience you have developed in negotiation and mediation, both as a result of your work and following previous courses in the ESSEC “Negotiation, Mediation and Conflict Resolution” specialization.
Before completing this course, we recommend that you acquire the necessary knowledge. Several tools, concepts, and methods are described in three online courses: Negotiation Fundamentals, Intercultural Negotiation, and Mediation and Conflict Resolution.
For clarity, you should have these topics:
The goal of this course is to help you integrate all of your knowledge, hone your skills, and improve your understanding of negotiation techniques and behaviors.
We have designed this online course to be highly interactive. You will participate in negotiations with peers. You will demonstrate your enhanced ability to analyze, and thus negotiate and mediate.
This final project will include three exercises. Here is an overview.
In the first exercise, you will analyze a real negotiation of your choice. As an expert in negotiation dynamics, you will provide your reader with a detailed analysis of it. Indeed, as a professional, your task will not always be to conduct negotiations – but rather to analyze what is happening in a given negotiation, or to help others (your manager, for example) prepare for high-stakes negotiations. Guidelines will be provided in a separate document, to help you organize your work.
The second exercise, you will negotiate directly with colleagues. We prepared a business case inspired by a true story.
The third exercise is related to the previous one. Imagine that this negotiation is not going well, and the relations between the two disputants are becoming too tense. You will be asked to take on the role of mediator – and to build a mediation process.
Each of these practices will be peer-reviewed.
As a result, it is truly worth your involvement! Go ahead, immerse yourself completely in the exercises – you will enjoy and make significant progress in real-life negotiation, mediation, and conflict management.
