Improving International Negotiation Skills

In our age of globalization, business people face increasing levels of complexity in negotiation with trading partners, suppliers or colleagues. These negotiations are often times in English and involve partners from diverse cultural backgrounds. This two-day negotiating course has been designed to help managers evaluate and improve their negotiation performance through a constructive and confident win/win approach. We will use the “Harvard Method” and work on the related role-plays based on the Harvard approach. The course is in English, will be taught by a native speaker, and the learning is interactive.

By the end of this practical two-day course, you will be able to:
> Understand the principles, strategies and skills of negotiation,
> Evaluate your current business negotiation style,
> Understand the nature and dynamics of intercultural negotiation,
> Design a “getting to yes” negotiation process framework,
> Use appropriate tools and methods to achieve desired results,
> Demonstrate balance of persuasive power and personal touch.

Managers who are involved in different negotiation situations with international customers, suppliers or colleagues, either in the local business environment or abroad. Because all of the information and negotiations will be in English, you will not only be able to practice your English, but also be able to learn some useful English vocabulary necessary for professional negotiations. Furthermore, you will become aware of important intercultural aspects to be considered and respected when negotiating with international partners.

During the course, you will participate in multiple interactive sessions including discussions, exercises, role-plays and assessment of those role plays. By the end of the course, you will be able to focus on win-win solutions and understand the process involved in the Harvard Method.

> Defining the negotiation strategy and identifying positions vs. interests
> Understanding the five methods of conflict resolution
> Framing questions for moving dialogue forward
> Using influencing tactics which work
> Communicating across cultures & negotiating cross-culturally
> Getting to Yes” and “Getting Past No”