Fit for International Negotiations: Optimising your Negotiation Techniques: Navigating cultural diversity in international business negotiations and strategies for effective communication

Fundamentals of negotiation

• Basics in the conduct of negotiation.
• Why are international negotiations so challenging?
• Identifying and overcoming barriers in international negotiations.
• The source of cultural differences in negotiation.

How to prepare for negotiations

• Planning tools for greater negotiation success.
• An introduction to cultural models for a quicker understanding of others.
• Culture-specific insights - a deeper unterstanding of values and behaviour.

Negotiation process

• The four key phases of negotiation.
• Fact-orientation vs. relationship-building in negotiations.
• The role that time plays in negotiations.
• Implementing the Harvard Principles in negotitation.
• Negotiation tactics and techniques.

Communication techniques

• Understanding and using direct as well as indirect communication styles.
• Offering feedback and appreciating negative and positive styles.
• The impact of body language in negotiation and reading the signals.
• Using tactical questioning techniques to help chance perspective.
• Confrontational and competitive negotiation vs. cooperative approaches.

Closing the deal

• Appreciating decision-making processes in various cultures.
• Power and hierarchy and their influence on the decision.
• Trust and the various interpretations of the word contract.
• Summary of how people negotiate differently worldwide.

Developing and maintaining a level of trust between the negotiating parties

• Dealing with critical situations in international negotiations.
• Negotiation do's and dont's from around the world.
• Strategies to handle different nationalities and cultures.

You will

• get a toolbox to systematically prepare for negotiations,
• be sensitised for negotiations with different nationalities and cultures,
• be able to discuss more easily with negotiating partners from other cultures,
• handle critical situations in international negotiations.

Anyone who is fairly new to the topic of negotiation and needs to conduct discussions on an international level. Employees with some negotiation experience who now wish to apply their skills in a cross-cultural context.