Seminar in English

Fit for International Negotiations: Optimising your Negotiation Techniques

International business does not only cross borders, it also crosses cultures: Even when negotiating in the same language we have different negotiation styles and different expectations. Do you get irritated when your negotiation partner haggles over the price or when he shows very little body language? Differences can make the negotiating process difficult or impede the process. In this training you will get to know different negotiation methods and strategies in combination with cultural background.


Fundamentals of negotiation

Basics in the conduct of negotiations

Why are international negotiations so challenging?

Overcoming barriers in international negotiations

International use of the Harvard Negotiation Principles

How to prepare for negotiations

Understanding our own culture and how we are perceived by others

Cultural models for faster and better understanding of others

Culture-specific insight - understanding values more deeply

Negotiation process

The four key phases of negotiation

Fact-orientation vs. relationship-building in negotiations

The role that time plays in negotiations

Communication techniques

Communication patterns: direct and indirect

Body language - being able to read signals and achieving the right distance

Questioning and listening techniques

Closing the deal

Important differences worldwide in how people negotiate

Decision-making and differences in how power is perceived

What do signed contracts really mean?

Developing and maintaining a level of trust between the negotiating parties

Dealing with critical situations in international negotiations

Strategies to handle different nationalities and cultures

Negotiation do's and don'ts from around the world

Online Learning Platform

Once you have registered, you will be able to access your personal learning environment, including extra materials for consolidating what you have learned.


You will

  • get a toolbox to systematically prepare for negotiations
  • be sensitised for negotiations with different nationalities and cultures
  • be able to discuss more easily with negotiating partners from other cultures
  • handle critical situations in international negotiations


Trainer input, individual and group work, simulation with video feedback, discussion, case-studies and analysis of critical incidents. This course aims at mastering negotiations in English.

Who should attend

Anyone who has or is about to conduct negotiations in international settings. This training doesn´t address specific cultures in detail, but offers approaches to understand and to recognize cultural differences within the context of negotiations.

This seminar is available as part of course:

International Business Skills Programme

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Booking Number
Training in English
2 days
Dates & locations
Seminar in English
Frankfurt a. M.
Seminar in English
Seminar in English
1. day: 9:00 AM - 5:00 PM
2. day: 8:30 AM - 4:30 PM
Participation fee
€ 1.340,- excl. VAT
€ 1.594,60 incl. VAT

The stated participation fee includes a group lunch per full seminar day, refreshments during breaks and extensive course handouts. The participant must settle accommodation costs directly with the hotel. Regarding the booking of the hotel, you will find a reservation form in your online learning platform.

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Consultation and contact
Haufe Akademie In-house
Company in-house implementation
The Haufe Akademie
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