Negotiation, Mediation and Conflict Resolution Specialization – ESSEC Business School

ESSEC Business School is one of the most prestigious and selective grandes écoles based in Paris, with campuses in Singapore and Morocco. ESSEC is known as one of the Trois Parisiennes, along with ESCP Business School and HEC Paris. It has obtained the triple crown accreditation of AACSB, EQUIS and AMBA. Become a Successful Negotiator & Conflict Manager. Master strategies, acquire tools, and get professionals’ golden rules for negotiations & mediations.

The negotiation, mediation, and conflict resolution specialization is designed to give you the fundamental concepts, tools, and skills necessary to understand and effectively manage negotiation, mediation, and conflict situations in your professional or personal life.

Negotiation, Mediation and Conflict Resolution Specialization

The specialization includes 4 independent courses that can be taken in any order. You will learn to improve your negotiation skills through recognizing and managing unconscious bias, uncovering hidden interests, making creative agreements, and more. You will also learn the various types of conflict management processes available to you (negotiation, mediation, arbitration), why they are used, and when each is appropriate.

After completing this specialization you will have a better understanding of how to handle conflict as it arises in your own life as well as how to help others resolve their conflicts.

This Specialization will give you tools to effectively negotiate and mediate conflicts in your personal and professional life. You’ll learn how to analyze conflict situations, select the most appropriate negotiation or mediation strategy, and prepare a plan for action. You’ll also be able to use effective communication skills to deal with conflicts at work and in your personal life.

What will you learn?

– Analyze conflict situations

– Select the most appropriate conflict resolution strategy

– Use effective communication skills to resolve conflicts

– Deal with challenging situations in negotiation and mediation

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About This Specialization

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.

Courses

Beginner Specialization.
No prior experience required.

COURSE 1

Negotiation Fundamentals

Commitment
4 weeks of study, about 1 hour/ week exept for week 3, about 3-4 hours.

About the Course

This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations.

In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more!

Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”.

Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.
You can choose to take this course only. Learn more.

WEEK 1

Negotiation strategy
In this module you’ll have an overview of negotiation strategy. You will be able to understand why negotiation is so important. It introduces the three dimensions of any negotiation: People, Problem, and Process. You will explore two fundamental tools of the negotiator: active listening, and effective speaking. Last, you will become acquainted with a list of counterproductive assumptions about negotiation.
Video · Why enrol in this MOOC on Negotiation ?
Video · Three dimensions of any negotiation
Video · Three strategic tensions
Other · Identify the 3 tensions in real-life negotiations
Video · Communication and Active Listening
Video · Communication and Active Speaking
Video · Beware of instinctive pitfalls
Practice Quiz · Practice Quiz “Negotiation strategy”

WEEK 2

Negotiation preparation
In this module, you’ll have to focus on negotiation preparation. It will show you how to get ready for any negotiation, even though you might not have a lot of time to prepare for it. This module will introduce you to a check-list of 10 points to focus on in order to get really ready for any negotiation, anywhere, anytime.
Video · Preparation before Action
Video · People dimension : 3 elements to be prepared
Video · Problem dimension : Motivation
Video · Problem dimension : Solution at the table and justification
Video · Problem dimension : Solution away from the table
Video · Process dimension : 3 elements to be prepared
Practice Quiz · Practice Quiz final
Quiz · Graded Quiz final

WEEK 3

Value creation & Value claiming
This module gathers several learning goals. It will help you analyse the typical factors of failure or deadlock in negotiation, and develop proper responses. It will help you negotiate on behalf of others: getting the right instructions and respecting your negotiation mandate. You will also learn about techniques to create value through negotiation. Last but not least, this module will introduce you to the most typical bargaining techniques – and how to counter them!
Video · What makes a good deal ?
Video · Why negotiation fail ?
Video · Negotiation on behalf of others : respecting your mandate
Video · Creating value
Video · The usual bargaining tactics (Part 1)
Video · The usual bargaining tactics (Part 2)
Practice Quiz · Practice Quiz final
Quiz · Graded Quiz – Final
Peer assessment : Negotiation Preparation & Value Creation
In this assessment, we’ll introduce you to a negotiation exercise involving two negotiators. You will have to mobilize the knowledge and skills acquired during the last three weeks of this course. To pass the lesson, you need to complete 1 of 2 choices and then, review your peers. Enjoy !
Peer Review · Fabiessi and Cam’s Design – Confidential Instruction for Camille DROUEL
Peer Review · Fabiessi and Cam’s Design – Confidential Instruction for Fabiessi’s Human Ressources Director

WEEK 4

Negotiation process
This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.
Video · How to build the right negotiation sequence ?
Video · Doing first things first for effective negotiation – Part 1
Video · Doing first things first for effective negotiation – Part 2
Video · Doing first things first for effective negotiation – Part 3
Video · Doing first things first for effective negotiation – Part 4
Video · Reaching the end : And how about the power balance ?
Practice Quiz · Practice Quiz – Final
Quiz · Graded Quiz – MOOC final

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COURSE 2

International and Cross-Cultural Negotiation

Commitment
4 weeks of study, about 1 hour/ week exept for week 4, about 3 hours.

About the Course

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.
You can choose to take this course only. Learn more.

WEEK 1

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.
Video · Why Culture matters for negotiators ?
Video · Defining “Culture”
Practice Quiz · Practice quiz “Defining culture”
Video · Prof. J. Brett on Culture and Negotiation
Video · The multidimensionality of every negotiator
Practice Quiz · Practice Quiz “Culture & Negotiator multidimensionality ”
Video · How to profile a culture (Part 1)
Video · How to profile a culture (Part 2)
Practice Quiz · Practice quiz “How to profile a culture”
Video · Cultural intelligence
Other · Discussion n°1 : Reflect on your learning
Practice Quiz · Practice quiz “Cultural Intelligence”

WEEK 2

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.
Video · Low-context VS High-context cultures (Part 1)
Video · Low-context VS High-context cultures (Part 2)
Practice Quiz · Practice quiz “Low vs. high-context culture”
Video · Non-verbal communication across cultures
Practice Quiz · Practice quiz “Non-verbal communication”
Video · Monochronic VS Polychronic Cultures (Part 1)
Video · Monochronic VS Polychronic Cultures (Part 2)
Practice Quiz · Practice quiz “Monochronic vs. Polycronic culture”
Video · Global etiquette
Other · Discussion n°2 : reflect on your learning
Quiz · Culture & Process dimension – Final Graded Quiz

WEEK 3

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.
Video · The cross-cultural negotiator’s dilemma (Part 1)
Video · The cross-cultural negotiator’s dilemma (Part 2)
Practice Quiz · Practice quiz “Cross-cultural negotiator’s dilemma”
Video · Key factors to design an Adaptation Negotiating Strategy
Video · 5 Adaptation Negotiating Strategies (Part 1)
Video · 5 Adaptation Negotiating Strategies (Part 2)
Video · Adaptation strategy & Decision making processes in different Cultures
Practice Quiz · Practice quiz “Adaptation negotiating strategy”
Quiz · Culture & People Dimension – Final Graded Quiz

WEEK 4

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.
Video · Focus on the French negotiating behaviour
Video · Focus on the EU institutions’ negotiating behaviour
Practice Quiz · Practice quiz “European Union”
Video · Focus on Chinese negotiating behaviour
Practice Quiz · Practice quiz “China” example
Video · Focus on the American negotiating behaviour
Practice Quiz · Practice quiz “American” example
Video · Focus on the Middle Eastern culture negotiating behaviour
Practice Quiz · Practice quiz “Middle Eastern” example
Video · Lessons learned from the COP21 negotiations
Practice Quiz · Practice Quiz “COP21”
Other · Discussion n°4 : reflect on your learning
Quiz · “Specific examples” – Final Graded Quiz
Peer Review · Explore your own negotiation culture.

COURSE 3

Mediation and Conflict Resolution

1-2 hours/week

About the Course

Mediation is a crucial means to reaching peaceful and agreed solutions in today’s world – on an international, political, industrial, peace-keeping or social level.

With the course you will be able to choose and lead a mediation process. You will gain a deeper understanding of workplace and international conflict resolution. Fundamentals of Negotiation are required to complete this MOOC. You can acquire them through our MOOC “Negotiation Fundamentals”.

After this course, you will be able to:

Define what a mediation is and choose when to use it;
List different types of mediation;
Identify typical challenges and difficulties that most mediators face;
Choose the adequate strategies within a repertoire of options;
Identify the do’s and don’ts in mediation.

This MOOC offers video lectures from leading experts, interactive questions, case studies, practice and graded quizzes.

Designed as a logical follow on from the suite of ESSEC IRENE online courses in negotiation, this course about mediation and conflict resolution teaches a whole set of additional skills and approaches. Developed by one of Europe’s leading institutes of research and education in negotiation and mediation, ESSEC IRENE, this course provides you with a meaningful and effective bouquet of practical cases, tools, approaches and skills to put your mediation into high-impact practice.
You can choose to take this course only. Learn more.

WEEK 1

Mediation Essentials
Video · Introduction of the MOOC
Reading · At the end of this lesson..
Video · Mediation : introduction and definition
Video · Mediation : where, why ?
Video · Mediation : How ? Roles and styles
Practice Quiz · Module 1 – Lesson 1 : Practice Quiz
Other · What current conflicts or disputes are news in your part of the world?
Reading · At the end of this lesson…
Video · The advantages of mediation
Video · The mediation cycle (part 1)
Video · The mediation cycle (part 2)
Other · Brainstorming on Brexit negotiations
Practice Quiz · Module 1 – Lesson 2 : Practice quiz
Quiz · Module 1 : Final Graded Quiz

WEEK 2

Mediation in practice
Reading · At the end of this lesson
Video · Getting ready: as a party
Video · Getting ready: as a mediator
Video · Resources for the mediator
Other · Resources for mediator
Practice Quiz · Module 2 – Lesson 1 : Practice quiz
Reading · At the end of this lesson…
Video · Joint or Separate Meeting?
Video · The challenge of confidentiality
Video · Traps for the mediator
Other · Traps for the mediator
Practice Quiz · Module 2 – Lesson 2 : Practice quiz
Quiz · Module 2 : Final Graded Quiz

WEEK 3

Mediation in the Workplace part 1
Reading · At the end of this lesson…
Video · The diversity of workplace conflicts
Video · Mediation within an organization’s “Dispute resolution system”
Other · When can conflict be advantageous – and how?
Practice Quiz · Module 3 – Lesson 1 : Practice quiz
Reading · At the end of this lesson…
Video · Mediation of individual grievances, in work : the case of supervisor harassment (part 1)
Video · Mediation of individual grievances, in work : the case of supervisor harassment (part 2)
Other · Case study of Jane
Peer Review · Case study – Workplace dispute – part 1
Reading · Case study – workplace dispute

WEEK 4

Mediation in the Workplace – part 2
Reading · Before you begin
Peer Review · Case study – Workplace dispute – part 2
Reading · At the end of this lesson…
Video · Mediation of collective conflicts in work (part 1)
Video · Mediation of collective conflicts in work (part 2)
Other · Mediation of a strike
Practice Quiz · Module 4 : Practice quiz
Reading · Before you begin
Quiz · Module 4 : Final Graded Quiz

WEEK 5

Mediation in International Relations
Before you begin : The videos in this module were shot in June 2017. It is therefore possible that some elements evolved since (in particular in Mali, Syria and Ukraine).
Reading · At the end of this lesson…
Video · Introduction
Video · What is International Political Mediation?
Other · The Middle-East conflict proved, over the long term, to reach a peaceful solution through mediation.
Reading · At the end of this lesson…
Video · The Taif Agreement (1989) – part 1
Video · The Taif Agreement (1989) – part 2
Other · Similarities Are there any similarities between the Lebanese conflict and the Syrian conflict of today?
Reading · At the end of this lesson…
Video · Mali – part 1
Video · Mali – part 2
Reading · At the end of this lesson…
Video · Mediation in a Protracted violent War: bringing peace to Syria – part 1
Video · Mediation in a Protracted violent War: bringing peace to Syria – part 2
Other · Multi-party interests in Syria
Reading · At the end of this lesson…
Video · Mediating Conflict in Europe: the case of Ukraine – part 1
Video · Mediating Conflict in Europe: the case of Ukraine – part 2
Video · Why do mediators mediate?
Practice Quiz · Module 5 : Practice quiz
Video · Conclusion

COURSE 4

Negotiation, Mediation, and Conflict Resolution – Capstone Project

About the Course

This course has been designed to help you apply knowledge, skills, and know-how you have developed in negotiation and in mediation, both as a result of your own practice and the follow up of the previous Courses of the ESSEC “Negotiation, Mediation, and Conflict Resolution” specialization.

Before you enroll this course, we strongly recommend that you acquire the necessary pre-requisites. A number of tools, concepts, and methods are outlined in 3 MOOCS: Negotiation Fundamentals, Cross-cultural Negotiations, and Mediation & Conflict Resolution.

To be more specific, the following subjects must be mastered:
– Get prepared for any negotiation;
– Avoid traps;
– Know how to prompt value-creating partnerships;
– Structure an effective negotiation sequence;
– Bargain in an efficient and respectful manner;
– Overcome deadlocks;
– Manager cultural differences in a negotiation;
– Define what a mediation is and choose when to use it;
– List different types of mediation;
– Identify typical challenges and difficulties that most mediators face;
– Choose the adequate strategies within a repertoire of options;
– Identify the do’s and don’ts in mediation.

The purpose of this course is to help you to put everything together, sharpen your skills and enhance your command of negotiation techniques and behaviors.

We’ve designed this MOOC in a highly interactive way. You will be engaged in a negotiation with peers. You will demonstrate your improved capacity to analyze, and therefore conduct, negotiations and mediation.

This capstone project will comprise three exercises. Here is an overview.

In the first exercise, you will analyse a real-life negotiation of your own choice. As an expert of negotiation dynamics, you will provide your reader with a detailed analysis of this real negotiation. Indeed as a professional, your task might not always be to conduct a negotiation – but to analyse what is going on in a given negotiation, or to help others (your boss, for instance) get ready for a high-stake negotiation. Guidelines will be provided in a separate document, to help you structure your assignment.

For the second exercise, you will negotiate directly with a peer. We’ve prepared a business case inspired from a true story.

The third exercise is linked to the previous one. Imagine that this negotiation is not successful, and that the relationship between the two negotiators becomes too tense. You will be asked to step into the shoes of a mediator – and to structure a mediation process.

Each of these three exercises will be peer-evaluated.

As a result, it is really worth your engagement! Go ahead, engage fully into the exercises – you will have fun, and you will make further progress for real-life negotiation, mediation, and conflict management.
You can choose to take this course only. Learn more.

WEEK 1
Capstone project overview
This module aims to give you an overview of this MOOC and to present the following elements: the overall planning of the MOOC, the work you have to do, how you will be evaluated. At the end of the week, you will realize your first assessment: explain a negotiation.
Video · Challenge yourself, you’re worth it !
Reading · How will you be evaluated?
Video · You are the expert now!
Reading · Before you begin !
Peer Review · Step 1 : Explain
WEEK 2
Eye of the expert: analysing a negotiation
In this module, you will demonstrate your analytical skills. To do this, you will use the 3 dimensions (People, Problem, Process) and the 10-point model described in the first MOOC. If necessary, we offer a reminder of these concepts.
Video · Analysis
Reading · Thorough analysis of the chosen negotiation
Video · Reminder : Preparation before Action
Video · Reminder : People dimension – 3 elements to be prepared
Video · Reminder :Problem dimension – Motivation
Video · Reminder :Problem dimension – Solution at the table and justification
Video · Reminder : Problem dimension – Solution away from the table
Video · Reminder : Process dimension – 3 elements to be prepared
Peer Review · Step2: Analysis
Peer Review · Step 3: Propose
WEEK 3
Let’s practice a negotiation
In this assessment, we’ll introduce you to a negotiation exercise involving two negotiators. You will have to mobilize the knowledge and skills acquired in negotiation. To pass the lesson, you need to complete 1 of 2 choices and then, review your peers. Enjoy !
Video · Presentation of the simulation
Reading · Before you start !
Other · Find a peer
Reading · WINNING THE CONTRACT: Instructions for Part A (You are FabEvents Senior Manager)
Peer Review · The “WINNING THE CONTRACT” Case : You are FabEvents Senior Manager
Reading · WINNING THE CONTRACT: Instructions for Part B (You are MacroTough Project Director)
Peer Review · The “WINNING THE CONTRACT” Case : You are MacroTough Project Director
Reading · Self-analysis template
Peer Review · Self-assess your negotiation
WEEK 4
What if it had been a mediation?
This last module is an opportunity to practice your negotiation skills. To be more specific, you will need to focus on two points. First, you will practice on how to be prepared before a mediation. Then, you will have to open your first mediation meeting in the presence of two conflicting parties.
Video · Use your mediation skills
Reading · How will you be evaluated?
Reading · To refresh your memory
Video · Reminder: The advantages of mediation
Video · Reminder: The Mediation Cycle (Part 1)
Video · Reminder: The Mediation Cycle (Part 2)
Video · Reminder: Joint or Separate Meeting?
Video · Reminder: The challenge of confidentiality
Video · Reminder: Traps for the Mediator
Peer Review · Prepare as a mediator
Video · Conclusion

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