Introduction and Background
affects how negotiators reach deals, resolve disputes, and make
decisions, it also affects their agreements. Needless to say, a
negotiators interests, priorities and strategies are affected by
culture. This online course is designed to explore the dimension
of culture and how it affects international negotiations. Based
on UNITAR's previous training in negotiation issues conducted on
a worldwide basis, this course delves into the multiple interfaces
between culture and negotiation/conflict/compromise to arrive at
a more systematic understanding of intercultural negotiation practices.
It is specifically aimed the professional and practitioner who has
more and more inter-cultural dealings as part of his/her work commitments.
Culture is a unique character of a
social group. Culture consists of psychological elements, values
and norms that are shared by members of a group as well as structural
elements: economic, social, political and religious institutions
that are the context for social interaction. Cultural values direct
attention to what issues are more or less important and influence
a negotiator's interests and priorities.
This UNITAR Cross-Cultural Negotiations
online course is a foundation course developed to help professionals
-- in full time work -- understand the elusive dimension of culture
in relation to international negotiations. It revisits important
and time tested concepts of culture in relation to negotiation,
which form the building blocks for skilled negotiators. The skills
and techniques which are exposed in this online course are designed
to help officials from all sectors, including public, private, civil
society and the academia. This course forms part of a series of
Negotiation Training courses that UNITAR is developing for a worldwide
audience of officials and professionals.
An understanding of the 'cultural dimension'
in negotiations will be reinforced for all participants to this
course through online exchanges and group discussions among a culturally-diverse
group of participants.
||when slots are full
||November 8 to December 17,
||Minimum of 35 hours
||US $ 400/-
||UNITAR Geneva (Course Administration
and Technical Questions)
The overall objective of this course is to provide professionals and
interested individuals with a powerful and time-tested understanding
of the cultural dimension in relation to international negotiations.
The core question which will run through this course is: How does
culture affect international negotiations?
As negotiators understand that their
counterparts may be seeing things very differently, they will be
less likely to make negative judgments and more likely to make progress
This foundation course is designed for professionals from all sectors
and professions, including: government, public finance, investment,
trade, corporate finance, project management, treasury, as well
as academic circles and civil society. Neophytes will learn time-tested
negotiation frameworks and seasoned negotiators will be able to
re-visit core concepts and techniques.
This course will help you:
- Create greater value from your negotiations
with external (culturally diverse) parties.
- Understand the dimension of culture
in international negotiations and apply the underlying concept
of negotiation theory in this context to your advantage.
- Build more productive and sustainable
relationships with culturally diverse counterparts.
- Increase awareness of the importance
of understanding the cultural dimension in negotiation.
Structure / Outline
This online course will involve a mix
of self-study and online interaction culminating in a practical
understanding of cross-cultural negotiations through online group
work. Throughout the duration of the course, participants will go
through theoretical and conceptual material prepared by UNITAR and
will have an opportunity to relate it to real-life situations through
online discussions and peer-to-peer interaction. There will be a
quiz/assignment at the end of the course which is a requirement
for obtaining a course certificate.
This course will comprise of the following
modules, each covering a one-week period.
Module #1: Overview
of the Dimension of Culture in International Negotiations
(What is culture? How does culture affect negotiation? Can
parallels be drawn between different cultures while negotiating
at an international level? What are the characteristics of a culturally-sensitive
Module #2: Cultural
Approaches to Negotiation
(The challenge of cross-cultural negotiation; communication
tools for understanding cultural differences; Orientations of
culturally-different negotiators; Examples)
Module #3: Practical
techniques for improving Cross-Cultural Negotiation
(Guidelines for preparation; tools for difficult problems;
dealing with complex cross-cultural negotiations; understanding
the other side; building respect: sustaining relationships)
Module #4: Online
Discussions and Peer-to-Peer Exchanges
(Group discussions to bring out a better understanding of the
cultural dimension in negotiation; exchange of culturally diverse
experiences in negotiation among participants)
This course will be conducted over the internet using UNITAR's e-Learning
infrastructure for a four-week period. Participants will require a
minimum of 90 minutes of study each day. The course pedagogy will
allow for three levels of interaction. At the first level, the participants
will interact with the training content. At the second level, the
participants will interact with other participants to share experiences
and learn in a contextual manner (using an online discussion board
facility). At the third level, the participants will interact with
a seasoned international negotiator (course mentor) who will moderate
the course for its entire duration. At the core of this course is
a set of online interactions and discussions, each of which will be
coached by an expert.
UNITAR online courses attempt to create
a networked learning environment, in which participants have the
flexibility to learn at their own convenience and pace but also
are able to interact with peers and experts through the discussion
This online course will be conducted
in the English language.
This course is designed as an online course in which participants
will be primarily responsible for their own learning. Each lesson
will consist of the following components:
Reading Materials (Compulsory Reading Materials):
these materials are intended to educate the participants
about the basic concepts and principles applicable to the subject-matter
of the lesson. It will include, where appropriate, sample materials.
These materials will constitute the required reading materials
for the lesson
Reading Materials (Optional Reading Materials): this
will consist of optional reading materials for participants who
wish to learn more about the topic than what is covered in the
Links: This will refer the interested participants
to additional books, articles, documents, and websites that deal
with the issues raised in the lesson.
At the end of each lesson there will be a set of quizzes
for participants to answer. These quizzes are designed to test
the participant's understanding of the lesson. Participants are
required to pass each quiz and obtain at least 80% or more passing
grade in order to be eligible for a certificate. All quizzes will
need to be taken online.
Discussion Board: There will be a community discussion
board available on which participants can post questions or comments
that can be seen by the instructor and the other participants.
This discussion board will be moderated by the course director
and UNITAR. Structured discussion strings will be posted on a
All successful participants will be
eligible to a certificate after completion of this online course.