International and Cross-Cultural Negotiation

Course Info

Length: 1 Week

Type: Online

Available Dates

Fees

  • Jan-27-2025

    1,800

  • Feb-24-2025

    1,800

  • Mar-24-2025

    1,800

  • Apr-28-2025

    1,800

  • May-26-2025

    1,800

  • June-30-2025

    1,800

  • July-28-2025

    1,800

  • Aug-25-2025

    1,800

  • Sep-29-2025

    1,800

  • Oct-27-2025

    1,800

  • Nov-24-2025

    1,800

  • Dec-29-2025

    1,800

Course Details

Course Outline

5 days course

Culture Impact on Negotiations 


  • Introduction to cultural impact on negotiations  
  • Understanding cultural dimension models and their applications:


  1.  Hofstede vs. Trompenaars models


  • Defining cultural profiling and its approaches
  • Steps involved in creating a culture profile
  • Introduction to the 3 dimensions of negotiation processes:


  1.  Setup
  2.  Structure
  3.  Discussion


  • Addressing common barriers and issues in cross-cultural negotiations

Improving Cultural Awareness


  • Comparing low-context versus high-context cultures
  • Discovering non-verbal communication techniques for cross-cultural negotiations
  • Discussing strategies for dealing with monochronic and polychromic cultures
  • Ways to avoid cliches, stereotypes and labels in cross-cultural communications
  • Effective methods to develop cultural intelligence for international negotiations

Adaptation Negotiation Styles 


  • Understanding the cross-cultural negotiator’s dilemma
  • Assessing various negotiation styles and their effectiveness in the international context
  • Ways to adapt negotiation strategies to different cultural settings
  • Describing the decision-making process in different cultures
  • Exploring conflict management techniques in international contexts

Key Considerations in International Negations   


  • Analyzing the impact of power in cross-cultural negotiations
  • Determining the role of politics in international negations
  • Strategies for building sustainable international relationships
  • Effective ways to manage multi-party and multi-issue negotiations
  • Discussing ethical and legal considerations in international negotiations

Analyzing Various Negotiation Styles


  • Examining various national negotiating styles and behaviours:


  1.   French negotiating behavior
  2.   EU institutions’ negotiating behaviour
  3.   Chinese negotiating behaviour
  4.   American negotiating behavior
  5.   Middle Eastern negotiation behavior


  • Identifying similarities and differences between national negotiating behaviours
  • Understanding the settings of multilateral and multicultural negotiation
  • Case studies of successful cross-cultural and international negotiation
  • Discussing how to develop your own negotiation culture