Build Cultural Agility, Avoid Misunderstanding
The basis of successful international negotiations begins with an understanding that negotiations are a conversation aimed at reaching an agreement and different cultures reach agreements in different ways. Cross-Cultural Negotiation™ (CCN) provides participants with practical insights and equips them with skills, tools, and behaviors to have those conversations.
The Hidden Challenge
Negotiations can be tricky. Cross cultural negotiations present an entirely different challenge, one with countless pitfalls and potential faux-pas. When it comes to negotiating across borders and cultures, do you find your people...
- Make assumptions based on stereotypes of different nationalities?
- Spend enough time on effective scenario planning and preparation?
- Understand who the players are and their roles/influence?
- Know how decisions get made?
- Know the proper way to communicate (direct vs. indirect)
- Understand the other parties sensitivity to time?
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CCN provides participants with a framework (planner) to help them develop strategies for addressing the most challenging barriers they will face when negotiating with people from different cultures.
Participants get data and insights about cultural differences between them and the people they are negotiating with and their implications for upcoming negotiations.
Avoid Cultural "FAUX-PAS"
When differing work styles collide, frustration can result. CCN helps participants identify these differences and provides concrete approaches proven to address potential conflicts.
Cross Cultural Negotiation™ Tools
Get to Know You
The Globesmart profile uses data from industry-leading researchers to dynamically generate a personal profile for each participant based on five dimensions of culture. The profile allows you to increase your awareness of potential gaps between your preferred way of operating and those of the people you are negotiating with.
The Rules of the Game
Six fundamental negotiation principles and a set of negotiation behaviors serve as the guidelines for approaching the negotiation, resulting in agreements that meet a wider, broader set of needs for all parties.
Map the players and the process. The CCN planner helps you anticipate and plan for potential obstacles during the negotiation and provides a framework for applying concepts from CCN to your upcoming negotiation.
Certification / Credits
Cross Cultural Negotiation™ empowers employees with clear insights and actionable guidelines for approaching Cross-Cultural Negotiations.
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RED BEAR Negotiation Limited Liability Company
RED BEAR Negotiation Company is a global leader in business-to-business negotiation training. Our discovery-based learning approach, first developed by BayGroup International, empowers sales and procurement teams to negotiate more profitable agreements and build stronger relationships with clients, suppliers, and colleagues....