Negotiating in a Cross-cultural Context

All company staff likely to negotiate in an international context

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

• 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

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