Negotiating across borders

Negotiation is the process where interested parties agree upon courses of action, bargain for individual or collective advantage, attempt to craft outcomes which serve their mutual interests, and/or resolve possible disputes.When people from different cultures negotiate, participants tend to use approaches that work in their own culture, but these may be a guarantee for failure in the other one’s culture.This course is about how to negotiate effectively with different cultures.

 

• Benefits
  This program provides you with:
  • key information on approaches to, tactics in and etiquette surrounding negotiation in a cross cultural context to help you boost your success rates.

• Who should attend?
  Anyone who:
  • travels abroad for negotiation purposes 
  • host clients/customers from abroad
  • does business abroad

• Program Content
  • The etiquette of meeting, greeting, communication (verbal and non-verbal) gift giving, entertaining and business meetings.
  • Preparing for the negotiation – how to approach the negotiation, building rapport and other preparatory steps.
  • Necessary information – tips on what, when and the way in which facts, numbers and other supporting evidence should be used in negotiations.
  • Dunya negotiation tactics – examining cross cultural differences in negotiation styles such as bargaining, delaying tactics, changing demands, seeking concessions and closing deals.

• Methodology
  • We take a case by case approach to each of our clients and therefore only deliver tailor made courses concentrating on the country/region you want.
  • Each course is delivered by an expert with knowledge of negotiations, business and cross cultural processes.