Fit for International Negotiations: Optimising your Negotiation Techniques

Fundamentals of negotiation

• Basics in the conduct of negotiation.
• Why are international negotiations so challenging?
• Identifying and overcoming barriers in international negotiations.
• The source of cultural differences in negotiation.

How to prepare for negotiations

• Planning tools for greater negotiation success.
• An introduction to cultural models for a quicker understanding of others.
• Culture-specific insights - a deeper unterstanding of values and behaviour.

Negotiation process

• The four key phases of negotiation.
• Fact-orientation vs. relationship-building in negotiations.
• The role that time plays in negotiations.
• Implementing the Harvard Principles in negotitation.
• Negotiation tactics and techniques.

Communication techniques

• Understanding and using direct as well as indirect communication styles.
• Offering feedback and appreciating negative and positive styles.
• The impact of body language in negotiation and reading the signals.
• Using tactical questioning techniques to help chance perspective.
• Confrontational and competitive negotiation vs. cooperative approaches.

Closing the deal

• Appreciating decision-making processes in various cultures.
• Power and hierarchy and their influence on the decision.
• Trust and the various interpretations of the word "contract".
• Summary of how people negotiate differently worldwide.

Developing and maintaining a level of trust between the negotiating parties

• Dealing with critical situations in international negotiations.
• Negotiation do's and dont's from around the world.
• Strategies to handle different nationalities and cultures.