Negotiating in a Cross-cultural Context

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Summary

Target audience

Employees and managers who negotiate in a multicultural environment

Prerequisite

No prerequisite

Objectives

At the end of the training session, participants will have the tools to:

  • Prepare and conduct a negotiation based on a formal method
  • Take into consideration the impact of cultural differences
  • Obtain a real competitive advantage in order to succeed in multicultural negotiations

Added value

ACCESSIBILITY

All our training courses are accessible to people with disabilities. Each training project will be the subject of a case study by our teams, in order to adapt the training program.

Program

Assessing the specificities of international negotiation 

Measuring the impact of culture on negotiations

  • Take a step back from your own cultural filters
  • Better understand negotiation behaviors using the cultural dimensions grid
  • Understand the decision-making process and the role of the contract in different cultures

Understanding how to adapt your approach to the other side’s culture

  • Identify the right interlocutor and build your negotiation team
  • Manage relationships and the notion of time
  • Understand the other person's logic and hone your arguments

Set up a winning strategy

Preparing the negotiation

  • Become familiar with the principles of “reasoned negotiation”
  • Clarify your own interests and needs, look for common ground, identify objective decision criteria, know your BATNA / MESORE
  • Analyze the context and culture of the other side and refine your strategy accordingly

Conducting a successful negotiation

  • Develop your listening skills, observe the non-verbal: fine-tune your communication skills in international negotiation
  • Master the negotiation process
  • Conclude and prepare the aftermath

Adopting best practices

  • Review targeted skills
  • Define best practices
  • Create a tailor-made action plan

Available Inter-company courses Duration: 14 hours

* (Technical fees and lunch included)

Intra-company coursesDuration: to define
Interested in customizing this training to your needs ? Contact us.

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