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
Public Courses
- 2 on-site days (Paris)
or - 3 remote half-days
Corporate Training Solutions
You wish to organise a specific training course, contact us.