Intercultural Negotiations
Our intercultural negotiations training helps you get a comprehensive understanding of cross-cultural issues that will have a crucial impact on intercultural negotiations. With refined cross-cultural negotiations skills, individuals dramatically increase their negotiation success-rate, eliminate cross-cultural negotiations barriers, and gain a leverageable competitive advantage during international negotiations.
The use of silence during negotiations, non-verbal communication, hierarchy and group dynamics, emphasis on price versus quality is just a few of the variables that vary in intercultural negotiations. To ensure the best possible negotiations outcome, professionals need to be empowered with the core tools to effectively navigate the nuances of international negotiations. Our needs assessment phase and intercultural negotiations training will allow individuals to implement optimal negotiations tactics.
Leader in Intercultural Negotiations Development
The team at Universal Consensus has developed and honed an empirically-tested Business Model of Intercultural Analysis (BMIA™) that has been adopted across several cultures and has a proven track-record of significantly improving intercultural negotiations performance among executives, leading to measurable results within the organization. More so than in domestic negotiations the team composition and external resources are key in cross-border negotiations. Often, negotiations are made by people (Managing Director or subject matter experts) without sufficient negotiation training or negotiation skills. If your team lacks the appropriate skills, give them training or source outside support.
Multinational businesses have sought guidance from Universal Consensus so that their intercultural negotiations with foreign stakeholders can be optimized by:
- Understand the impact direct vs. indirect communication has at the negotiations table.
- Learning how to read body language and non-verbal communication to gain a competitive advantage.
- Apply the appropriate etiquette and protocols of a nation or culture so as to create trust and rapport.
- Use appropriate cultural techniques for resolving conflict during a negotiation session.
- Drive efficiencies into the overall negotiation process to move the negotiations to closure.
- Understand that in many cultures negotiations closure is the start of a relationship and the contract itself has little value.
Intercultural Negotiations Are Complex
Did you think negotiations were the same everywhere? – Think again! Have you considered issues such as:
- Building trust and relationships
- The practical value of a contract
- The pace of negotiations
- Protocol, entertainment, and gift giving
- The importance of the location and setting
How relationships and networks of people are considered, views regarding integrity, an ability to remain composed, endurance of leaders and team members, and even the concept of time itself are all challenged, use of silence and body language, each playing critical roles in determining if negotiations will start, evolve, or abruptly end. Understanding how business culture impacts negotiations provides acute and lasting competitive advantage, resulting in smoother negotiations
Giampiero Soru of SS&C Advertising in Milan, Italy commented on Universal Consensus CEO Denise Pirrotti Hummel’s global expertise and said: “I’ve never met an American with a more profound understanding of cultural objectivity or a more succinct and action-oriented way to implement these concepts at the negotiation table, in the marketplace or in the boardroom.”
