International and Cross-Cultural Negotiation

ESSEC develops cross-cultural negotiation through separate process and people dimensions. Examples then show how those dimensions interact. The intermediate course complements a general negotiation foundation when differences in expectations or communication require closer examination.

What you will learn

• Explain ways culture can affect a negotiation process.
• Recognize differences in participants’ expectations.
• Analyze a cross-cultural negotiation example without assuming a single universal approach.

Who this suits

Intermediate learners interested in international or cross-cultural negotiations.

Before you enroll

Detailed prerequisites are not specified. Cultural frameworks describe possible patterns, not fixed traits of individuals; use questions and observation to test an interpretation.

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Put it into practice

Review a fictional negotiation where the parties interpret silence differently. Propose clarification questions and separate observed behavior from assumptions about cultural background.

Source and review

This overview is based on the provider's published information, checked on 12 October 2026. It is an editorial assessment, not a claim that we completed the resource. Time filters are approximate study ranges; projects and exercises can take longer.

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