International Negotiation

Course Objectives

To explore the different facets of negotiation behaviour in the international context.

Learning Outcomes
 
To enable delegates to:
 
Understand the impact of different cultural styles
Creating the right environment and relationships
Planning in multi-disciplinary teams
Learn new behaviours and techniques
Understand key tactics and ploys
Obtain better results

Course Contents

The impact of culture on negotiations
A review of differing cultural styles
European
Asian
African
American
Arabic
 
Understanding different cultural styles
Recognising styles, characteristics, behaviours and customs in different cultural contexts
A review of stereotypes of Northern Eastern and Mediterranean negotiating styles
Attitudes to negotiation
The hidden cultural rules
The typical body language
Some dos and don'ts
 
How different Cultures Negotiate
Northern European
Mediterranean
Northern and South American styles
The Far East, Japan and China
 
Managing Negotiations in different cultures
The danger of stereotyping
Meet the person
Language and when to use translators?
Your place or theirs?
The use of a go-between
Getting the setting right

---

Who Should Attend

All purchasing personnel involved in the negotiation and sourcing of goods and services from outside their own national boundary. Teams that are involved in high level negotiations seeking to further develop their use of this vital procurement skill.

Duration

A 1-day single manned course.
Back to The Negotiation Academy main menu