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.

Your learning transfer app:

You will benefit sustainably from this training: the learning transfer app Everskill actively accompanies you in your everyday work after the training and motivates you to implement what you have learned. You set learning goals and create an individual training plan to achieve these goals. In addition, you benefit from the exchange with the other participants. The app is available for mobile devices - you will receive your access by mail shortly before your training.