| Management Development International |
International Negotiating Strategies
(One to Three Days)
Participants will first examine typical U.S. negotiating strategies, and then probe the key differences
between domestic and international negotiations. International Negotiating Strategies will
teach participants practical negotiating strategies that will ensure win-win results in a multicultural
environment. Negotiating strategies, tactics and countermeasures, personal relationships,
decision-making, and contractual and administrative factors will be examined for the key locations
where you do business around the world. Participants will be actively involved in role plays, case
studies, critical incidents, and company-specific practice negotiations.
Seminar Outline
Negotiations in Any Language: An Overview of the Negotiations Process
The Importance of Win-Win Negotiations
Planning Your Negotiation
What Makes International Negotiations Different
Individualism
Role Orderliness and Conformity
Patterns of Communication
Use of Time
The Five Most Difficult Problems Faced by Global Negotiators and What to Do About Them
Negotiating with the Boss and Headquarters Staff Back Home
Dealing with Your Own Negotiating Team
Resolving Bribery and Questionable Payment Issues
Establishing an International Joint Venture
Your Place or Mine: Where to Hold the Negotiation
Global Negotiating Strategies
Opening Offers and Concession Behavior
Negotiating Strategies
Tactics and Countermeasures
Personal Relationships
Contractual and Administrative Factors
How Negotiations Work in the Selected Countries Where You Do Business
Profile of Host Country Negotiations
Negotiating Do's and Don'ts in These Selected Countries
Effective Negotiating Strategies that Work Anywhere
Adopting a Win-Win Approach
Using Language that is Simple and Accessible
Building Solid Relationships
Conserving Concessions
Making Patience an Obsession
Being Culturally Literate and Adapting Negotiating Strategies to the Host Country Environment
Job Aids; 7 Key Actions for Back on the Job; Your Personal Action Plan
Participants will first examine typical U.S. negotiating strategies, and then probe the key differences
between domestic and international negotiations. International Negotiating Strategies will
teach participants practical negotiating strategies that will ensure win-win results in a multicultural
environment. Negotiating strategies, tactics and countermeasures, personal relationships,
decision-making, and contractual and administrative factors will be examined for the key locations
where you do business around the world. Participants will be actively involved in role plays, case
studies, critical incidents, and company-specific practice negotiations.
Seminar Outline
Negotiations in Any Language: An Overview of the Negotiations Process
The Importance of Win-Win Negotiations
Planning Your Negotiation
What Makes International Negotiations Different
Individualism
Role Orderliness and Conformity
Patterns of Communication
Use of Time
The Five Most Difficult Problems Faced by Global Negotiators and What to Do About Them
Negotiating with the Boss and Headquarters Staff Back Home
Dealing with Your Own Negotiating Team
Resolving Bribery and Questionable Payment Issues
Establishing an International Joint Venture
Your Place or Mine: Where to Hold the Negotiation
Global Negotiating Strategies
Opening Offers and Concession Behavior
Negotiating Strategies
Tactics and Countermeasures
Personal Relationships
Contractual and Administrative Factors
How Negotiations Work in the Selected Countries Where You Do Business
Profile of Host Country Negotiations
Negotiating Do's and Don'ts in These Selected Countries
Effective Negotiating Strategies that Work Anywhere
Adopting a Win-Win Approach
Using Language that is Simple and Accessible
Building Solid Relationships
Conserving Concessions
Making Patience an Obsession
Being Culturally Literate and Adapting Negotiating Strategies to the Host Country Environment
Job Aids; 7 Key Actions for Back on the Job; Your Personal Action Plan
| © MDI 2006 |
