Negotiating in a Cross-cultural Context

Summary
Program
*CPF Eligible

Who Should Attend

All company staff likely to negotiate in an international context

Benefits of Attendance

The objective of this trainig is to significantly improve participant’s ability to negotiate with foreign contacts. By the end of this training, participants will have acquired insights and techniques to help them :

Prepare and build a negotiation by following a formal pattern
Take into account cultural differences in international negotiations
Understand the different logics to analyze the deadlocks
Conduct a negotiation and knowing how to conclude
Obtain a valuable competitive advantage to succed with one's negotiations in a multicultural context

Training Approach

A cross-cultural approach of international negotiation
Exercises based on the experience of the participants and on cases study experienced in companies
Personalized action plan and international negotiation strategies
Access to the Nomad’ Network, an exclusive online tool for Akteos’ clients and experts: find resources, exchange experiences, knowledge and insights

Negotiating in a Cross-cultural Context

Module 1: Assessing the specificities of international negotiation

1. Identifying the context of the negotiation

Defining negotiation and international negotiation
Understanding the context of international negotiation
Estimating the risks and opportunities
Measuring the impact of cultural differences

2. Preparing an international negotiation

Understanding the other's logic
Identifying the good interlocutor
Analysing their strenghts and weaknesses

3. Apprehending the process of negotiation

Exposing the 5 stages of a negotiation
Defining the different roles: leader, partner or follower
Dealing with time factor
Adopting the appropriate attitude: from resistance to cooperation
Always having a B plan

Module 2: Setting up a winning strategy

1. Knowing the different styles of negotiation

Understanding the origins of the different ways of negotiating
Identifying one's own style of negotiation
Being in a position to deal with different styles

2. Identifying the methods of communication

Building a favourable atmosphere and giving a positive image
Listening to the words and interpreting the body language
Understanding elliptic communication
Knowing how to make a good use of silence

3. Controlling the negotiation

Knowing what kind of a relationship to build up between the speakers
Estimating what relationship to maintain after the negotiation
Leaving a good memory and the desire to pursue the relationship
Knowing how to reward according to the culture

4. Making a success of the negotiation

Evaluating the state of progress of the negotiation
Knowing how and when to make a concession
Understanding the function of the contract in different cultures
Doing a comparative negotiation

Negotiating in a Cross-cultural Context

1. A personal online space to prepare your training

You will find :

the logistical information
a preparatory questionnaire
educational materials
a mailbox to contact the consultant

Inscription au Flash Info Akteos - Management interculturel

It is also an area for information and exchanges reserved to Akteos' clients and experts with a forum, a directory, news, a multimedia library and tips.

2. The Nomad' Profiler©, an essential intercultural tool

The Nomad' Profiler© allows to fully apprehend the cultural differences and to develop your intercultural skills.

The model developed by Akteos around 10 cultural dimensions is the pillar to its teaching and brings together:

The Cultural Profiler
This reading grid allows you to identify your cultural preferences in a professional context.

The Intercultural Comparator
With this tool, you can compare yourself to other cultures, evaluate the differences and anticipate any comprehension difficulties.

The Country Packs
A few clicks to get the essential information on the cultural codes and the business life of your next destination.

The possibilities of using the Nomad' Profiler are various, whether it is before, during or after the training. It is a true travel companion across cultures.

In order to be eligible, this training course must be certified by the Intercultural Skills Certificate and respect the following conditions:

Step 1 : Digital Learning

Assess your cultural experience
Analyze the Cultural Filters
Draw up your Cultural Profile
Explore the Country Packs

Step 2 : Training Session with an intercultural expert (on site or remote)

Step 3 : Digital Learning

Learn to decipher behaviors
Develop an action plan
Study a personal case
Share lessons learnt

Duration

14 hours on-site
or 3 x 3,5 hours remotely

Certificate completion conditions

Follow the Learning Path from start to finish
Participate actively in the on-site training
Complete the e-learning modules
Analyze your experience in the field
Obtain an overall score ≥ 70% in the various activities

The Intercultural Skills Certificate: Certificat de Compétences Interculturelles (CCI) has been listed in the professional training register (N° 3872) and concerns employees from various professional fields who need to develop intercultural skills required to carry out their professional activity.