Course : Successful international negotiations
Practical course - 2d
- 14h00 - Ref. RGI
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 | Identify different negotiation styles by cultural zone |
| Acquire the keys to understanding and adapting to the negotiation context |
| Handling difficult negotiations in multicultural situations |
| Defending and developing margins |
Intended audience
Business engineers, export managers, sales managers and anyone in charge of selling and negotiating international products or services.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Fun quizzes. Negotiation test, behavioral scenarios followed by individual analysis, experience sharing.
Course schedule
1 Particularities of international negotiation
- Legal and regulatory aspects.
- Negotiation styles and their impact.
- Cultural differences.
- Find out about the negotiators' country(ies) of origin (history, culture, religion and politics).
- Business practices by zone and country.
- The new challenges facing the international negotiator.
Exercise
Self-diagnosis and fun intercultural quiz.
2 Defining the contours of a negotiation
- The impact of cultural differences on negotiators' behavior.
- The value of oral and written communication in different cultures.
- Organizing negotiation time.
- Different styles of intercultural negotiation: Asia, Africa, Europe, America.
Storyboarding workshops
Analysis of different management attitudes depending on the cultural background of the people we work with.
3 Planning a negotiation
- Know the geopolitical context.
- Target your information searches.
- Identify your contacts: from decision-makers to influencers.
- Analyze issues and power relationships.
- Negotiate alone or as part of a team.
- Define your negotiation strategy.
- Set precise objectives.
- Anticipate scenarios and room for maneuver.
Exercise
Preparing for different types of international trade negotiations.
4 Preparing and conducting negotiations
- Establish a work and negotiation framework adapted to the target audience (China, India, North Africa...).
- Gestural and verbal language.
- Influence power relations. Dealing with objections.
- Make the case for your product.
- Demonstrate the value of your offer.
- Assess the main reasons for blockages.
- Reach a fair solution.
- Conclude, finalize and monitor negotiations.
Role-playing
Conduct high-stakes international negotiations.
5 Negotiating in complex and difficult situations
- Identify blocking factors.
- Resist forcing.
- Solve problems, find compromises and monitor compliance with agreements.
Role-playing
Managing a conflictual international negotiation. Commented analysis of the pitfalls to avoid and the techniques to use.
Publication date : 07/04/2024
PARTICIPANTS
Business engineers, export managers, sales managers and anyone in charge of selling and negotiating international products or services.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Business engineers, export managers, sales managers and anyone in charge of selling and negotiating international products or services.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
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Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.