International Negotiation Skills

Course Description
We all have to negotiate in our personal lives as well as at work. When you negotiate in your job, you are usually trying to reach a deal that will last and will bring benefits to both sides. To succeed in international negotiations brings added challenges. As an international negotiator, you have to understand how your partners from another culture view negotiation, and how they think it should be handled. You need to know what their bargaining range could be, what tactics they might use, and what they believe is acceptable behaviour. How do they communicate, who takes the decisions, and how long do negotiations take in their culture? These are all key questions which the international negotiator must have answers to, in order to reach the best deal.

Content:

• what makes a good international negotiator?
• negotiation exercises to establish the key skills of negotiation
• preparing for the negotiation - a model
• what do you need to know about your partners and their world before you negotiate with them?
• what cultural information is essential to know about your partners and their world
• preparing your targets and bargaining range
• the key tactical elements
• managing the meeting
• the language of negotiation, and offshore english
• how do your international partners communicate?
• teamwork
• dealing with difficult partners
• your negotiating style - what messages are you sending? do you need to adapt your style to your international partners?
• reaching the deal

Duration: Offered as a one day, two day or three day course depending on your requirements. It is also available for One-to-One training.

By the end of the training, delegates will:

• understand and have practised the key skills of negotiation and how to prepare for an international negotiation
• be able to identify their targets and bargaining range, and prepare for those of their international partners
• know how to achieve movement in the negotiation, and how to manage the negotiation meeting
• know how to deal with difficult partners and understand the cultural background of their partners
• be able to use the most appropriate language to influence and persuade their partners
• know the questions they should be asking before they negotiate internationally
• know how to close the deal