Seminar overview

This seminar looks at the influence of cultural factors on each stage in a negotiation. You will learn to recognize a different negotiating style and adapt your behaviour accordingly.

Objectives	Understand how your behaviour can affect a negotiation. Learn how to interpret verbal and non-verbal cues, and adapt your communication style to the style of others. Gain insights into the negotiation strategies and techniques favoured in selected countries.
Audience	Senior executives, sales and purchasing mmanagers.
Languages	English, French.
Duration	1-2 days.
Approach	The seminar combines theory, practical exercises, case studies and role play.

Programme

Identifying your negotiating style

Approach and strategies employed

 

Understanding culture’s impact on a negotiation

The negotiating team: status and roles
Values and ethics
Decision-making and risk-taking
Negotiating strategies and techniques
How time and space are managed

 

Communicating in an intercultural context

Verbal and non-verbal communication
Comparison of communication styles in selected countries
Adapting to a different communication style
Overcoming language barriers
Written and telephone communications

 

Analysis of an international negotiation

Preparation
Relationship building
Information exchange
Persuasion
Concessions
Agreement

 

Adapting to a different negotiating style

Cultural trends and negotiating styles
Recognizing and adjusting to a different style

 

Pre-empting and resolving cultural conflicts

How to limit cultural misunderstandings
Examining and defusing a cultural conflict

 

Working with an interpreter

Preparation
Working practices and procedures