$350 – $400

ISM-NY: Global Negotiation Strategies

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Pfizer, Inc.

235 East 42nd Street

New York, NY 10017

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Instructor: Pernilla Rorso

Course Description: Negotiating across cultures is an art that requires the right understanding, appreciation and tools. Your foreign counterpart has his or her own habits, customs, and culture. Understanding your own cultural background against these diverse values is essential in becoming more effective in meeting your targets and obtaining positive negotiation outcomes, while building a mutually beneficial long-term relationship. This course will provide you with the necessary tool-kit to deal with the different aspects of the negotiation process across all regions of the world. By first giving insight into the influence of culture on international negotiations, you will understand the significance of different cultures’ behaviors, assumptions, reactions, and expectations on global negotiations. This course is essential for supply management professionals and will help you learn how to negotiate across cultures in an easy yet very effective way, in addition to enable you to develop the necessary skills to achieve successful global negotiation outcomes.


Topics Covered: This course covers essential topics related to international negotiations. You will learn: What is culture, how do cultural values affect behavior in business and how to apply the 6-D Model© framework in real life negotiations successfully. You will also learn how to prepare for, analyze, and respond to cross-cultural issues in negotiations with respect to your culture(s) of interest, such as: how to make contact, build rapport and trust, how to communicate, how to reach and finalize agreements, how to handle different attitudes towards ambiguities, unknowns and non-negotiables, how to minimize the risk of disagreement and potential conflicts as well as how to handle different time perceptions. In this course we will work with the specific national cultures participants have selected before the course.


Structure: This course is organized around a business negotiation simulation exercise aimed at reproducing real-life cross-cultural negotiations, group work, discussions as well as the 6-D Model© and Culture CompassTM. The 6-D Model© ranks and compares countries on six dimensions of national culture (Power Distance, Individualism vs. Collectivism, Masculinity vs. Femininity, Uncertainty Avoidance, Long-Term Orientation and Indulgence vs. Restraint. The Culture CompassTM measures your own cultural profile, makes you aware of potential cultural pitfalls when negotiating with partners being born and raised in another culture of interest as well as gives you tailored recommendations.

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Pfizer, Inc.

235 East 42nd Street

New York, NY 10017

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