The way people handle negotiations around the world is surprisingly different. Discussions are often impeded because of the way issues are conceptualised, evidence and new information is used or how one point seems to lead to the next. Even after the negotiations, we may place different values on agreements and hold different assumptions as to how contracts should be honoured. So how can we make it work for all parties? What tactics do people around the world use? What motivates them? From what business context are they operating? How can we get what we want faster?
This workshop will:
assist individuals to gain a clearer picture of the strengths and weaknesses of their own negotiating style
recognise and deal with cultural differences in negotiation approach, style and implementation
define the issues involved; specify where interests match and conflict
establish a strategy for reaching objectives through negotiation; modifying that strategy in response to events
present requests, proposals, and offers with credibility and confidence
learn what is important to the other party; read and interpret signals they transmit which reveal their attitudes and priorities
recognise and handle deadlock and conflict in ways that fit the situation
The Result
By the end of the programme participants will be aware of powerful tools and techniques, which focus on key elements that strongly impact on effectiveness when negotiating with people of a different culture. Individuals will be better equipped to influence and gain commitment from others through genuine negotiation or persuasion and to handle cultural differences in negotiation situations and differences in communication style.
The Format
This programme can be delivered in a 1 or 2 day format for groups of around 10 individuals.
Who should attend?
Appropriate for all management and staff for whom negotiating - internally as well as externally - is important to successfully carrying out their responsibilities.
For more details about any of our programmes please contact Customer Services at info@farnhamcastle.com.
The way people handle negotiations around the world is surprisingly different. Discussions are often impeded because of the way issues are conceptualised, evidence and new information is used or how one point seems to lead to the next. Even after the negotiations, we may place different values on agreements and hold different assumptions as to how contracts should be honoured. So how can we make it work for all parties? What tactics do people around the world use? What motivates them? From what business context are they operating? How can we get what we want faster?
