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Negotiation Training

Cross Cultural Training



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    		•  From: Mon 30th Jun, 2008
    To: Mon 30th Jun, 2008
    Central London
    £450(ex VAT)
    Book Now
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    CROSS CULTURAL COMMUNICATION & NEGOTIATION WORKSHOP

    Globalisation is here to stay. The global market provides opportunities unavailable in a purely domestic business arena. Outsourcing, complex international supply chains and the presence of foreign players in the market require from business professionals much more than just commercial knowledge and experience – it requires knowledge of and sensitivity towards other cultures.
    In the global marketplace, your cross-cultural negotiation & communication skills will make the difference between success and failure. This highly interactive 1-day workshop will provide you with insights to support and strengthen your cross-cultural deal making ability.

    After attending this course, you will:

    • Be able to approach cross-cultural negotiations in the most effective wayterpersonal communications within negotiations.
    • Be able to select and execute the most appropriate negotiation strategy and tactics for each transaction
      • Be able to adapt to your counterparty’s culture
    • Be able to adapt to your counterparty’s culture
    • Be able to effectively structure & manage the cross cultural negotiation preparation and engagement process
    • Prepare effectively to deal with both relationship and task driven business cultures– by analysing relationship and task related objectives and activities
    • Increase your market advantage by establishing long lasting relationships in the global marketplace
    Course Agenda:

    Understanding Cultural Differences
    • Context vs. content Negotiation Styles
      • Western-culture approach to business negotiations
      • Oriental-culture approach to business negotiations
      • Middle-eastern approach to business negotiations
      • African approach to business negotiations
      • Eastern European approach to business negotiations
      • Latin American-culture approach to business negotiations
    • The 5 dimensions of culture and their impact on communication & negotiation


      • Principles of Cross-Cultural Negotiation

      • Key factors in cross-cultural negotiations
      • Cross-cultural negotiating behaviour
        • Negotiating goals
        • Negotiation attitudes
        • Negotiation styles
        • Proxemics
        • Decision making systems
        • Time perceptions
        • Form of agreement
        • Personal style
        • Communication style – verbal & nonverbal

        Business Protocol

        • Making contact
        • Greetings and handshakes
        • Forms of address
        • Making a presentation
        • Business attire
        • Business cards
        • Gift giving
        • Wining and dinning

        Coping with Culture – Strategies & Tactics for Successful Negotiation

        • Haggling vs. negotiating
        • Negotiation preparation & engagement
        • The Relationship & Task balance
        • Cross-cultural negotiation tactics

        All concepts, principles & tools are taught using proven negotiation skills teaching methods making use of several media including exercises, simulations, case studies and video.