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.
Be able to negotiate effectively in cross-cultural situations.
1 day – 7 hours, face to face or by video conferencing.
Participants should preferably have some work experience with, and exposure to multicultural environments. Proficiency level required (TOEIC 750) for the course in English.
English or French
Certificate of course completion
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.
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.
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.