Negotiating across cultures
Negotiating | Intercultural skills | Seminar
Cultural norms and values have a major impact on how we approach and negotiate our business relationships. What does trust look like? What does “partner” really mean? And what is the role of the contract? This seminar builds upon your international negotiation skills and challenges you to take them to the next level.
Who’s it for?
This own-case seminar is ideal for all professionals needing to develop their skills, confidence and outcomes when negotiating with international partners. The program is aimed primarily at professionals with practical negotiating experience.
What are your outcomes?
By the end of the training intervention you will have:
- reviewed the key principles, skills and processes required for successful negotiations
- identified cultural challenges that may impact your negotiation process
- developed a sustainable approach for preparing and planning, taking into account your partner’s preferences
- reflected on authentic approaches to adapting your communication
- developed a personal approach that is authentic and effective
- Planning for success by identifying your objectives, limits and tradables
- Understanding the human, behavioral and cultural aspects of negotiations
- Applying awareness of key cultural dimensions to the negotiation process
Focusing on classic cultural derailers:
- rules versus relationships (universalism – particularism)
- individual needs versus group needs (individualism – communitarianism)
- displaying emotions and personal feelings (neutral – affective)
- building relationships (specific – diffuse)
- remaining authentic while respecting your audience’s cultural preferences
- uncovering needs and priorities through questioning techniques
- dealing with objections and getting past “no”
- achieving win-win without meeting in the middle
- closing the negotiation
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Negotiating is the process of getting what we want from people who don’t have a direct interest in giving it to us. It is a process complicated by personalities, hierarchies and perceived power. By mastering a range of negotiating skills, you can ensure that the process runs effectively to drive opportunities and resolve problems.