Building off Hofstede’s Model, this course will build on frameworks and concepts encountered in the multicultural business environment and explore how they play out in a negotiation situation. To do so, we must first develop our knowledge and understanding of the nature and dynamics of negotiation itself. The course will involve a balanced approach, with some theory, practical negotiation exercises and case studies.
• Be familiar with concepts used in the study of international business negotiations;
• Understand how different variables & contexts can influence business decisions and negotiations;
• Develop an understanding of theoretical perspectives concerning the nature of effective international negotiation.
Intermediate level in English.
PLACE OF TRAINING
YOUR CONSULTANT – TRAINER
Dr. Michael Rodriquez has over 10 years teaching undergrad and MBA students. In 2018, he won the Best Teaching Innovation award for Cross Cultural Role Play Simulation. He has a PhD from Stevens Institute of Technology.
• Introduction: What Is Negotiation?
• Cultural Differences, Importance of Preparing for International
• Don’t Bargain Over Positions
• Separate People from Problems
• Focus on Interest Not Positions
• Invent Option For Mutual Gains
• Insist on Using Objective Criteria
• The Global Negotiator/Review of Culture/ Cross Cultural
• The CAGE Distance Framework
• The ADDING Value Scorecard
• Strategies for Global Value Creation
• Adaptation – Adjusting to Differences
• Aggregation – Overcoming Differences
• The Global Negotiator/Cultural Barriers
• Aggressive Negotiators/Gender, Race and Ethnicity
ECLA will issue a certificate to each participant at the end of the course indicating the exact hours of training.
More schedules are currently planned and will be communicated shortly. Get informed