In einem interkulturellen Kontext verhandeln

PROGRAMME OUTLINE ASSESSING
THE SPECIFICITIES OF INTERNATIONAL NEGOTIATION

• Measuring the impact of culture on negotiations
• Take a step back from your own cultural filters
• Better understand negotiation behaviors using the cultural dimensions grid
• Understand the decision-making process and the role of the contract in different cultures
• Understanding how to adapt your approach to the other side’s culture
• Identify the right interlocutor and build your negotiation team
• Manage relationships and the notion of time
• Understand the other person's logic and hone your arguments

SET UP A WINNING STRATEGY

• Preparing the negotiation
• Become familiar with the principles of “reasoned negotiation”
• Clarify your own interests and needs, look for common ground, identify objective
• decision criteria, know your BATNA / MESORE
• Analyze the context and culture of the other side and refine your strategy accordingly
• Conducting a successful negotiation
• Develop your listening skills, observe the non-verbal: fine-tune your communication
• skills in international negotiation
• Master the negotiation process
• Conclude and prepare the aftermath

ADOPTING BEST PRACTICES

• Review targeted skills
• Define best practices
• Create a tailor-made action plan