Cultural Diversity and Negotiations

Working across international and cultural boundaries can be difficult and frustrating.

However, we believe passionately that everybody can deepen their understanding and build their skills to become more effective when working at an international level.

The costs of business failure can be extremely high as the record of failed cross-border alliances, mergers, and acquisitions shows. At the same time, the performance of highly competent individuals can be disappointing when making the transition from a domestic to an
international environment.  These costs and mistakes can be avoided.

The Intercultural Negotiations workshop on cultural diversity and negotiations is designed to provide the necessary solutions that assist individuals, teams, and organizations in understanding how they can operate successfully in the international arena as well as to overcome the difficulties that cross-border negotiations can bring about.

Cross-Cultural Negotiation training is aimed at business personnel who are traveling abroad for negotiations or hosting clients/customers from other countries.  The program is designed to provide crucial information on approaches to, tactics, and the etiquette surrounding the negotiation process.

Areas covered are:

• Determining one’s style of negotiation and the underlying cultural assumptions it reflects.
• The etiquette of meeting, greeting, communication (verbal and non-verbal) gift-giving, entertaining, and business meetings.
• Preparing for the negotiation – how to approach the negotiation, building rapport, and other preparatory steps.
• Having a deeper understanding of “the other” business culture: what motivates the “other” business person and how he/she prefers to negotiate.
• Necessary information – tips on what, when, and how facts, statistics, and other supporting evidence should be used in negotiations.
• Being able to modify their communicational style appropriately and harmonize more successfully with “the other’s” expectations.
• Negotiation tactics – examining cross-cultural differences in negotiation styles such as haggling, stalling, changing demands, seeking concessions, and closing deals.

We take an individual approach to each of our clients and therefore only deliver tailor-made courses concentrating on the country/region you want.

When you’d like to know more, click here to contact us

An article about international negotiations can be found here.

Listen to this podcast with Jan Potgieter on international negotiations.

Culture Matters

Cultural Diversity and Negotiations on Culture Matters