Multi-Cultural Negotiating and Influencing
Negotiation is often thought of as the exchange of demands and concessions necessary to conclude an agreed deal for the purchase or sale of a piece of equipment, a product or a service. But in most cases it is also the beginning of a long term partnership between two organisations.
Whether that partnership is for the delivery of the service or the ongoing technical support of the product or piece of equipment, the success of the partnership is often determined by the relationship established during the negotiation. Yet this is often thought of as secondary to concluding the deal.
Relationships fail when each party pursues conflicting purposes, and aligning the purposes of the parties during the negotiation is essential. But when the parties are from diferent cultural backgrounds, the opportunities for misunderstanding, and a consequential failure of the alignment process are greatest.
This two - day EIIL Masterclass™ workshop will help participants better understand the essential considerations when planning a significant multi-cultural negotiation.
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