This program, designed for neophytes and veterans negotiating in a global context, integrates the Negotiating for Success program with a cross-cultural model to examine the impact of culture on your global negotiations. This will enable you to seek common ground with your international counterparts, learning how to bridge cultural gaps by anticipating and defusing sensitive cross-cultural situations to facilitate sustainable agreements. You will learn to achieve outcomes that satisfy both your needs and those of your foreign counterparts.
What can you expect to learn?
- Analyze negotiating styles across cultures
- Recognize specific cultural variables that influence international negotiations
- Develop and select culturally-responsive strategies and tactics
- Learn to adapt (style-switch) to develop and sustain productive cross-cultural interaction
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