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Intercultural Negotiation

Intercultural MeetingIntercultural Task ForcesIntercultural Business RelationshipIntecultural Negotiations ManagementIntercultural Analysis Skills

"How to conduct successful negotiations" - Special Seminar

Active Workshop for International Trade Councils, International Institutions and International Agencies

The Seminar is a short but impacting introduction to Effective Intercultural Negotiation. Some basic issues:

  • Negotiation requires understanding of both evident and subtle cultural differences.
  • Every culture has its own:
     
    • Ideology,
    • set of core beliefs,
    • communication codes,
    • emotional history,
    • behavioral patterns.

     

  • Beliefs and attitudes act as Gatekeepers about what is good or wrong in our and other's Communication styles (language and verbal codes, non verbal communication).
  • Patterns are different in every culture, but the differences are hidden, and can take a huge amount of effort before becoming effective, unless some things are explained by communication experts
  • Miscommunication is a virus that cannot be eradicated just by living in the country: on example, one of my clients told me that understood Italy only after my Effective Intercultural Negotiation Seminar, even if she had been living and doing business in Italy for more than 10 years as representative of a well known multinational corporation.
  • Our personal characteristics, personality, and national/regional/family culture makes us feel more or less comfortable when dealing with others, depending on our liking of their way of being and communication codes. We can experience high intercutlrual negotiation stress that can and must be avoided.
  • Cultures are sticky, they do not get washed away as you enter a new country or culture.
  • Every culture has a certain degree of distance with othe cultures, and this distance can be measured, and taken into account in effective negotiations
  • The negotiatior is as important as the negotiation.  Answers to questions as "With whom do I prefer to negotiate, and why?" , "How can I increase my personal effectiveness?" have much to do with freeing our hidden intercultural resources: a feasible work that we can do on ourselves and with our team, to improve our skills.
  • Our culture subconsciously suggest to us a certain code of conduct, a set of behavioral models that are "right", but work (and not always) only within our ingroup-cultural environment.
  • Much more deeply, cultures create “perceived realities”: unless we enter those perceptions we will never be as effective as we would like to be.

The workshop is based on a training mix that includes (1) concepts, in slide format, (2) short video, and (3) interpersonal active exercises, based on fun to play role-playing, a technique that helps make the concepts clear and visible, rather than just theoretical. The overall methodology of the workshop relies on interaction, and is conducted with active training techniques that keep a high attention curve and never create boredom.

Depending on the client's request, we can deal specific topics. On example, a highly demanded topic is the understanding of how we can work better with colleagues from other nations within an international team or workgroup.

We deal this issue both with a profesional analysis of managment beliefs and cross-cultural differences in management styles, and than make specific case-studies or pratical exercises. On example, what happens when Latin management interact with US or Northern European Manaagement? How to make our work more productive and negotiations more effective. To achieve this goal, we provide both scientific data and practical examples, short videos and also very effective practical demonstrations in role-playing.

The overall result is a better understanding of the communication dynamics – the importance of finding the right match - and practical skills on how to do it.

See on Example a Letter of Reference from the Trade Council of Denmark in Milan, that gives a good understanding (a client voice is sometimes better than an advertising).

(click on the image to enlarge)

Letter of Reference, Trade Council of Denmark, Workshop on "How to conduct effective negotiations in Italy"


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Organizational DevelopmentMarketing Research & ConsultingConsultants in Marketing and CommunicationCommunication and Marketing Training, Human Resources TrainingHuman Potential, Resources Development, Counseling Specialist in Europe

Areas of Intervention

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