The MOOC “Cross-cultural Negotiation” introduces participants to the fundamental principles of negotiation in international and multicultural contexts. The course explores negotiation as a problem-solving method, delving into the preparation stages, the main negotiation styles, and the basic rules for conducting effective negotiations. Particular attention is given to the role of culture in negotiation processes, highlighting how values, behaviors, and communication styles influence relationships between parties from different backgrounds. Through the analysis of the “negotiation space” and intercultural dynamics, the MOOC provides practical tools for developing skills in dialogue, mediation, and negotiation management in an international setting.
The course is organized into six modules that explore the topic of civil-military cooperation from various perspectives, with in-depth analysis and practical examples. The lessons are divided as follows:
- Module 1 - Negotiation as a problem solving method
- Module 2 - Preparation for negotiation
- Module 3 - Negotiation styles
- Module 4 - The importance of knowing the culture
- Module 5 - The basic rules of negotiation
- Module 6 - Negotiation space.
By the end of the course, students will be able to:
Knowledge and Understanding
- Describe the main models and approaches to negotiation as a problem-solving method in national and international contexts.
- Understand the different stages of negotiation preparation and the importance of defining objectives, interests, and strategies.
Apply knowledge and understanding
- Use negotiation strategies appropriate to the cultural context and the objectives of the parties involved.
- Analyze negotiation situations by identifying interests, areas of agreement, and possible shared solutions.
- Adapt communication styles to different cultures to facilitate dialogue and cooperation.
Independent judgment
- Critically evaluate the effectiveness of different negotiation strategies and styles in multicultural contexts.
- Reflect on the influence of cultural factors in decision-making processes and conflict management.
- Analyze the strengths and limitations of negotiation techniques adopted in different international scenarios.
Communication Skills
- Communicate clearly and effectively during negotiations, using active listening and mediation techniques.
- Manage intercultural interactions in a respectful and constructive manner, fostering mutual understanding.
- Present arguments and negotiation proposals in a coherent and persuasive manner.
Learning Skills
- Independently explore models and practices of intercultural negotiation through the analysis of case studies and international scenarios.
- Update one’s negotiation skills in light of the economic, social, and geopolitical changes that influence international relations.
Quiz completion
Exercises and quizzes will be available to help you assess your progress and reinforce what you’ve learned.
None
Radoslaw Tyslewicz
tyslewicz@gmail.com
For technical issues:
edvancedeh@unito.it