The European Institute for Industrial Leadership
Multi-Cultural Negotiating and Influencing
A two day workshop on 17th-18th June
and 19th-20th September, 2013
Chateau Latour de Freins, Rue Engeland 555, 1180 Brussels
The first morning of this workshop will cover the contents of MCE 0: 'A Cultural Skills Foundation’. Participants who have already completed this workshop may join the workshop at coffee break of the first day.
Objective: MCE 4
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
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.
By the end of this EIIL Masterclass™ workshop, participants will have
developed their own personal approach to acquiring knowledge from experienced
seniors in their own or other organisations. They will have practiced and
refined this in order to obtain practical insight into what are the essential
requirements for a really successful negotiation whatever the cultural
By the end of the course, participants will have an appreciation of the
steps in the negotiation process and how to prepare for each step and how this
preparation might differ when negotiating with different cultural groups.
Who Should Attend?
This workshop is designed to meet the needs of engineers and
technologists with five to eight years of post-graduate industrial experience
and some early supervisory experience, including those in project management
The workshop will also benefit managers from other disciplines
interested in building upon their understanding of the selling function, or who
need to lead or contribute to a significant negotiation in the near future.
The workshop will be conducted in English. A good working knowledge of
English is a pre-requisite to effective participation in this EIIL Masterclass™