Highlights
Unconscious cultural assumptions greatly impact interactions
Recognizing and respecting cultural issues will benefit your negotiations
Objectives
- Ability to recognize the cultural factors that can influence the outcome of a negotiation
- Enhanced skill to identify and adapt to various cultural styles
Learning Tools
- Role plays, simulations, improvisation
- Self-examination, peer/trainer feedback
- Filmed sessions for on-the-spot debriefing and later reference
Take-aways
- Understanding of how to keep cultural pitfalls from hindering negotiations
- Tools and checklist for future use
Prerequisite
- Negotiating to Your Advantage & Theirs or equivalent experience approved by EPS
- Highly recommended: Boosting Your Leadership Capabilities; Quality Feedback for Improved Performance; Collaborating with an International Team
Seminar Essentials
Cultural underpinnings
- Understanding cultural types, assumptions, expectations, and where to invest your energy
- When culture appears to conflict with values
- Doing your homework well beforehand on the parties you will be negotiating with
Understanding the effects of culture on a negotiation
- The notions of establishing a relationship vs. signing a contract - and plugging them in to cultures
- Being aware of cultural communicating styles
- Cultural tendencies vs. individual variations
- Enlisting assistance from people who understand the target culture
Assessing process and outcomes
- How individual vs. group interventions play into negotiations
- Keeping the goal in sight while adapting to nuances and potential obstacles
- Using information for joint gains