Improving International Negotiation Skills

In our age of globalisation, business people face increasing levels of complexity in negotiation with trading partners, suppliers or colleagues. The two-day programme has been designed to help managers evaluate and improve their negotiation performance through a constructive and confident win/win approach.

Course content

• Evaluate your current negotiation style
  (measure of assertiveness & cooperativeness)
• Define the negotiation process (input > throughput > output)
  
  • Identifying six phases from briefing to de-briefing
  • Exploiting the critical factors time, power, information

• Design results-oriented negotiation
  
  • Defining the negotiation strategy as win-lose or win-win
  • Developing priority skills for professional negotiation (from principles & objectives to timing & common ground)
  • Self-tuning macro & micro skills for dealing with differences

• Negotiation scenes & themes: develop tools & methods
  
  • Framing questions for moving dialogue forward
  • Using influencing tactics which work
  • Communicating across cultures
  • Demonstrating persuasive power & personal touch

• Negotiation case study: experience how negotiation works
  
  • Negotiation framework: designing "getting to yes" (focus on people, interests, options, criteria)
  • Cultural framework: negotiating cross-culturally (focus on task vs. relationship issues)

• Evaluate lessons learned / develop personal action plan
  
  • Reviewing discoveries made & lessons learned
  • Developing a personal action plan for negotiating successfully in the international business environment