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EVENTS from Other Institutions

Mastering Negotiation Skills in a Cross-Cultural Environment

This two-day training course aims at enhancing your capacity to handle cross-cultural negotiation challenges through a combination of awareness-building and highly practical tools.

December 6, 2022 - December 7, 2022


Venue: Maastricht (NL)

Organizer(s): European Institute of Public Administration (EIPA)

Language: English

Contact: Programme Organiser
Ms Noëlle Debie
Tel: +31 43 32 96 226
n.debie@eipa.eu

Info link: https://www.eipa.eu/courses/negotiation-skills-cross-cultural-environment/

The world is becoming increasingly smaller. Globalisation has impacted the way we all work, creating key trading partners out of once-distant economies. Now more than ever, is it important to forge strong, long-lasting relationships which can support increasing international business. The intercultural nature of these relationships requires our natural ways of behaving, acting and thinking to be adapted.

It is not always easy to get a message across and convince people of our ideas when they come from the same background. Yet, the challenge is even greater when they have differing values and beliefs, organise their world in alternative ways, communicate and listen differently.

To influence a communication/negotiation process with integrity, we need to reflect on our own behaviour in interpersonal and intercultural relations.

What will you learn

By the end of the training, participants will know how to:

better identify the mechanisms of interpersonal and intercultural communication that influence the way people listen to and understand what is being said during negotiations, with a view to creating a climate of trust and credibility;
understand and analyse their own attitudes, reactions and preferences in relation to others;
draw up a list of behavioural parameters to be considered in cross-cultural negotiations;
learn the golden rules of intercultural communication to improve their communication techniques;
maximise their impact when taking the floor in multinational discussions and when negotiating informally behind the scenes.
Prerequisite

Prior to this training course, participants will be requested to:

1) Complete their personal cultural profile tool: instructions for access will be sent out via email when the participant’s registration has been confirmed.

2) Bring to the workshop at least one example of a challenging cross-cultural/professional situation that they faced. In other words, each participant will bring a real case study involving a cross-cultural background or challenge.