CROSS CULTURAL NEGOTIATION

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.

COURSE OBJECTIVES

• 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.

PREREQUISITE
Intermediate level in English.

PLACE OF TRAINING
Virtual Classroom

TOTAL DURATION

15 hours

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.

PROGRAM CONTENT

• Introduction: What Is Negotiation?
• Cultural Differences, Importance of Preparing for International

Negotiations
• 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

Discussion
• 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

CERTIFICATION
ECLA will issue a certificate to each participant at the end of the course indicating the exact hours of training.

Choose your track

  • 14 September 2021
  • 21 September 2021
  • 28 September 2021
  • 5 October 2021
  • 12 October 2021
  • 19 October 2021
  • 26 October 2021
  • 2 November 2021

More schedules are currently planned and will be communicated shortly. Get informed

CROSS CULTURAL NEGOTIATION

1.166,001.550,00

Discount for ECLA Members*
Discounts for large groups and individual company packages can be arranged – please contact: info@ecla.eu

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CONTACT DETAILS
Teresa Kunz, academic coordinator
+32 2 808 54 56, teresa.kunz@ecla.eu

*ECLA Member: You must be an in-house counsel and individual member of an ECLA national member association. For the list of national member associations please visit www.ecla.eu