Negotiating within a Cross-cultural Environment
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 strong and weak points
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
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Training International Development
Succeed in a Multicultural Environment
Understanding the Environment of International Trade
Developing an International Marketing Strategy
Successful Export Business Development
Carrying out Efficient Foreign Market Research
Managing an International Sales Network
Administering your International Sales Process efficiently
Receiving International Customers
International Transport and Logistics
Working and Investing in Emerging Countries
Preparing your Expatriation Efficiently