Cross-Cultural Negotiations
skydive training

Take into account any differences

Increase Revenue – Understand Cross-Cultural Negotiations

Course Title: Multicultural Negotiations.

Course Objective: The student will be able to recognize common misconceptions about cross cultural negotiations, to recognize the main cultural misunderstanding that arise when engaging in cross cultural negotiations, and how to mitigate these potential problems and sources of misunderstanding.  The course also identifies the principle cultural differences that the experienced negotiator should be aware-off prior to entering negotiations, and how to build strong business relationship with partners from differing cultures.

Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.

Minimum Requirements:  Fluency in written and spoken English, previous experience in business negotiations.

Course Duration: 4 hrs

Cost:  950,00 Euros

Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.

Course Content:

1.  Myths

2.  Ethnothentrism

2.1.  Beware of your ethnothentric tendencies

2.2.  Cultural differences exist for a reason

2.3.  Typical Spanish attributes

2.4.  Importance of location

3.  Lack of Knowledge

3.1.  Seek to understand differences

3.2.  Your place or mine?

3.3.  What to and not to adapt

3.4.  Sources of cultural knowledge

3.5.  Problems with culture shock

3.6.  Overcoming culture shock

4.  Miscommunication

4.1.  Language barriers

4.2.  Slang

4.3.  Interpreter issues

4.4.  Risk of speaking the same language

4.5.  Redundancy in communications

4.6.  Non-verbal communications

5.  Cultural Differences

5.1.  Individualism

5.2.  Collectivism

5.3.  Equality

5.4.  Hierarchical

5.5.  High/Low context communicators

5.6.  High/Low tolerance for uncertainty

5.7.  Use of time

5.8.  Level of formality

6.  Developing Business Relationships

6.1.  Understand the person and adapt to the individual

6.2.  Understand relationship building across cultures

6.3.  Create trust – identify common ground

6.4.  Implicit personality theory

Course summary: The student will be able to recognize common misconceptions about cross cultural negotiations, to recognize the main cultural misunderstanding that arise when engaging in cross cultural negotiations, and how to mitigate these potential problems and sources of misunderstanding.  The course also identifies the principle cultural differences that the experienced negotiator should be aware-off prior to entering negotiations, and how to build strong business relationship with partners from differing cultures.  The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The basic principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a mock negotiation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting, establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills.

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