How to convince one’s international business partner in a negociation


Acquire knowledge of the cultural differences to enable you to succeed in your international business exchanges.


Anyone having to negotiate in an international context

2 jours
720 € prix nets de toutes taxes
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Inisup à Brive (CCI de la Corrèze) - possibilité sur Limoges ou Guéret
  • Adopt an intercultural approach
    • Be aware of your own cultural background
    • Analyze a cultural profile
    • Integrate cultural filters –Japanese, English, American, North of Europe, examples
    • Develop strategies for success with international clients

  • Identify the context of the negotiation
    • Understand the context and how much you understand of the other person’s reaction compared to Kohls’ iceberg
    • Assess risks and opportunities
    • Measuring the impact of cultural differences
    • Be explicit about your goals

  • Constitute an international culture
    • Be informed and find documents to adapt yourself
    • Observe and understand the environment
    • Capitalize on your knowledge and experience

  • Preparing an international negotiation
    • Learn to be observant to understand the logic of the other
    • Be acquainted with Hofstede’s 6 dimensions
    • Analyze their strengths and weaknesses
    • Identify the right person to do business with
    • Be aware of your communication, body language, verbal and non-verbal communication

  • Understand the negotiation process
    • Describe the five stages of negotiation
    • Know how to prioritize and support
    • Check understanding

  • Defining an effective strategy
    • Delineate roles: leader, follower or partner
    • Manage time right, following the international context
    • Adopt the right attitude: from resistance to cooperation
    • Have a second option ready just in cas

Le + : la formatrice, d’origine danoise, diplômée d’un master en langues étrangères appliquées. Projectmanager international au sein d’une agence régionale de développement économique, directrice de communication et marketing, création de sa société spécialisée en formation et conseil en développement international, accompagnement des top managers à l’expatriation.
En 2009, élue ambassadeur auprès de la Commission européenne sur le programme FAME, The European Network of Female Ambassadors Entrepreneurship. Parle couramment anglais, allemand et français.