Negotiating in a Cross-cultural Context

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Target audience

Employees and managers who negotiate in a multicultural environment


No prerequisite


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

  • Conducted by an expert consultant specialized in intercultural communication and negotiation
  • Decryption of the Nomad' Profiler
  • Alternating theory and practical exercises
  • Access to Digital Learning for one year
  • Sharing of best practices and individual action plan


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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