Learn to negotiate in cross-cultural situations
Figuring out how to negotiate in cross-cultural situations can be a confusing and frustrating adventure, and rightfully so! Negotiating across cultures adds a new layer of complexity to any negotiation, introducing language barriers, differences in body language, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a result, many negotiators fear that they might accidentally “ruin” an important deal or do something that causes lasting damage to relationships. A few basic negotiating skills can be used to overcome these fears, and better understand how to negotiate in cross-cultural situations.
Find out how our “intercultural negotiation training” can prepare you for negotiating respectfully and efficiently with a counterpart from a different culture in order to reach an acceptable agreement.
Aim
Be able to negotiate effectively in cross-cultural situations.
Duration
1 day – 7 hours, face to face or by video conferencing.
Group
2-14 participants
Prerequisites
Participants should preferably have some work experience with, and exposure to multicultural environments. Proficiency level required (TOEIC 750) for the course in English.
Course language
English or French
Course certificate
Certificate of course completion
Participant profile
This intercultural negotiation training program is designed for any manager in charge of business development and planning on an international level dealing with trading partners, suppliers and /or colleagues of other cultures.
Benefits
At the end of the intercultural negotiation session the participants will be able to:
• Understand cultural differences and their impact in negotiations.
• Anticipate the sources of conflict generated by cultural differences.
• Identify the key success factors of a successful negotiation and the pitfalls to avoid.
• Increase their capacity to communicate and negotiate with clients and suppliers from different nationalities and cultural backgrounds.
Possible content
Taking another look at globalization and cross-cultural encounters
• Definition of culture.
• Invisible cultural differences and their impact.
• Knowledge and skills required to negotiate in a cross cultural context.
Dealing with beliefs and behaviors
• Perceptions stereotypes.
• Biases et discrimination.
• Personal values.
• Impact of cultural values and behavior at the negotiation table.
International purchasers today
• Interpersonal skills required by Purchasers in today’s global markets.
• Preparation for negotiations with foreign suppliers.
• Understand your tolerance with unusual and uncomfortable situations linked to cultural differences.
Optimizing communication in an cross-cultural context
• Impact of culture on communication.
• Dealing with communication non verbal.
• Using empathy in negotiations.
• Compromising in a cross cultural context and its implications.
• Rituals to respect in different cultures before, during and after negotiations.
Cross-cultural communication in negotiations
• Understand the “world vision” of your interlocutor.
• Understand the expectations and context of your interlocutor.
• Reach balanced win-win agreements through mutual understanding and trust.
• Concluding negotiations in high and low context cultures.
• Managing time and location in international negotiations.
Managing conflicts in cross-cultural negotiations
• Conflict or misunderstandings?
• How and why conflicts arise in cross-cultural negotiations.
• Tactics for managing and mitigating conflicts in cross-cultural negotiations.
Very good trainer, very American: he goes straight to the point, but he’s always ready to listen to the participants, which I’m sure is his “French” side! He used interesting slides that I’ll be able to draw on in the future. No negative comments, it was very interesting! The trainer was good, and as I just found out, an American would have said “Amazing”! I’m going to encourage my colleagues and my team to take this “Working with Americans” course. June 2025
What I appreciated most about this course: the exchanges, the 360° vision of interculturality, the different elements of culture, the examples, the trainer and asking questions before meeting people from other cultures. This training perfectly met my expectations. Training course “Developing intercultural competence”, June 2025.
This training opened my eyes to what I had not perceived. I now have a better understanding of how my American colleagues perceive us and what their expectations and needs are. The training was practical. I came away with tools and ideas. There is nothing complicated; you just have to know it 😊. Today, I communicate differently with my American colleagues which facilitates my exchanges and allows me to gain in efficiency.
This program was essential for me and my colleagues to develop an understanding and appreciation of the French way of work…
Good balance between theoretical input and the experience of the trainer. This course has helped us to distinguish differences in personal behavior and other types of behavior conditioned by American culture.
