Effective Global Negotiating

2 Day Course

“We knew what we wanted out of the deal, but got nowhere near it”

“To us it was quite straightforward; but they were looking for entirely unexpected things”

“They misunderstood our motives and we had to concede so much that the deal wasn’t worth that much at the end of the day.”

Negotiating across different cultures for

  • Sales, Marketing, Technical, Manufacturing, Finance and IT Professionals

  • International Project Teams

  • International Managers

"Yes, there are differences between people back home that we need to handle, but it is something else when you work across cultures!"

Purpose of this course

More and more businesses have to work globally, setting up many different types of arrangements with people from other cultures.

Even the biggest and most experienced companies can get it wrong. And the consequences can be extremely expensive in money or people terms - they can even be terminal.

Participants in this workshop will become more able to understand how others think and how to embrace what THEY need while seeking to achieve their own goals.

The workshop is tuned to address the specific cultural mix represented by each workshop’s participants, and the cultures of particular interest to them.

What is Culture?

We grow up immersed in the rules and values of our native country. They affect our perceptions, judgements, motivation and behaviour patterns.

In this workshop, we get beneath the surface of forms of behaviour, to begin to understand how other people think.

As a result we are more able to reconcile the differences by taking the other person’s viewpoint into consideration.

This course will help you understand the basis for behaviour – and enable you to act more appropriately.

Who should attend?

This workshop is ideal for all those – Managers or individuals – who have to face people from different cultural backgrounds and achieve a mutually committed joint agreement.

Participants can be

  • headquarters-based,

  • located in target country

  • or “travelling firemen”.

You will learn how to:

  • Plan a cross-cultural negotiation
  • Determine THEIR priorities and needs
  • Help them understand YOURS
  • Identity gaps and potential clashes
  • Achieve conclusions which are successful for both parties

Content:

Understanding Culture

  • The roots of influence

  • Effect of informal education on behaviour

  • Effects on management decisions

  • Value and dangers of stereotyping

Use of the CRATUS Model

  • Know yourself in order to understand others

          • Communication
          • Relationships
          • Achievement of Status
          • Time
          • Universality
          • Self-Disclosure

  • What these mean in practice

  • How others see us

Cultural Variations

  • Building profiles of key countries/regions

  • Including UK, USA, France, Germany, Sweden, Japan, India, China

  • Others of specific interest

  • Crossing Cultures Checklist – know what to look for when encountering a different culture.

Dynamics in the encounter

  • Nature and location of authority and power

  • Status symbols, their sources and impacts

  • Thought processes

  • Decision-making processes

  • Giving and taking

Motivation

  • Differences in motivation factors
  • Getting involvement
  • Getting stage commitments
  • Recognition
  • Rewards
  • Ownership

Negotiating Style

  • Negotiating strategies

  • “Integrative” approach

  • “Distributive” approach

  • “Friendliness”

  • Formal v. informal

Process Management

  • Agreements

  • Gaining commitment

  • Ensuring progress

  • Managing risk of creep

Time Management

  • Priorities differ

  • Value of time

  • Use of time

  • Perspectives on time

Action Planning

  • Individual's personal planning before and during negotiation