Fit for International Negotiations: Optimising your Negotiation Techniques

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.