International Negotiation
- Course explores negotiation behavior in international context.
- Designed for purchasing personnel involved in sourcing globally.
- Focuses on understanding cultural impact on negotiations.
- Participants learn to recognize and avoid stereotypes.
- Emphasizes creating the right environment for negotiations.
Overview
This one-day course focuses on exploring negotiation behavior in an international context. It covers the impact of culture on negotiations, understanding different cultural styles, creating the right environment and relationships, and preparation and planning. The course aims to help purchasing personnel involved in sourcing goods and services internationally, as well as teams engaged in high-level negotiations, enhance their negotiation skills. Participants will learn about cultural styles, behaviors, customs, body language, and tactics to achieve better negotiation results.
Who should attend
Purchasing personnel, Negotiation teams
Course Content
Course duration: 1 Day
Course running order
The impact of culture on negotiations
A review of differing cultural styles
The danger of stereotyping
Meet the person
When to use translators?
Understanding different cultural styles
Recognising National characteristics Behaviours and customs
A review of stereotypes of Northern Eastern and Mediterranean negotiating styles
A review of Northern and South American styles
The Far East, Japan and China
Attitudes to negotiation
The hidden cultural rules
The typical body language
Some do’s and Don’ts
Creating the right environment and relationships
Preparation and Planning
Course objectives
To explore the different facets of negotiation behaviour in the international context
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 / Fees
A 1-day single manned course.
Can be run over a two or three week cycle – simply ask when booking
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
