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

Once you have registered, you will be able to access your online learning platform, 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.

Erfolgreiche Zusammenarbeit mit internationalen Businesspartnern

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