Mastering Cross-cultural negotiations
In today’s globalised professional landscape, the ability to negotiate effectively with partners from diverse cultural backgrounds is crucial.
This training transforms intercultural challenges into opportunities for successful collaboration and fruitful negotiation, delivering tangible benefits to your organisation in terms of global partnerships and business success.
For whom? Diplomats, negotiators, mediators, military attachés, expatriates and their families, senior executives, international sales and marketing directors, and professionals working in multicultural environments.
Key objectives:
By the end of this training, participants will be able to:
- Enhance their perception of counterparts during negotiations and anticipate potential disagreements.
- Establish common ground for mutually beneficial collaborations.
- Recognise cultural similarities and differences.
- Prepare for international mobility to integrate quickly into a new culture.
- Increase the effectiveness of video conference interactions.
Training content
Pre-training: Participants summarise challenging situations they’ve encountered, based on a preliminary discussion.
Training day program:
A: Identifying actor dynamics – Self and Other
- Explore the multiple dimensions of our personalities. Recognizing and understanding this diversity is essential.
- Who are we really talking to? Analyze how we present ourselves and interact with different types of people in daily life.
B: Open and covert discourse – Strategies for clarity and ambiguity
- Message, sign, and meaning – Master the message in its context.
- The universe of written and oral discourse: rules of clear conversation and the choice of ambiguity.
- Participants receive examples from the “Saying without Saying (SWS) ©” manual written by Dr. Korall
C: Our cognitive system
- Understand how the brain produces meaning to comprehend each other more quickly.
D: Cultures and intercultural intelligence tools
- We are both similar and different. Learn to improve collaboration among all team members.
E: Intercultural question protocol
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- Conclude with an exercise using PROFICQ (Protocol for Intercultural Questioning) – a structured protocol that facilitates intercultural exchanges to enhance our understanding and strengthen positive interactions.
Post-training :
Follow-up to gather participant feedback and experiences.
Prerequisites:
None.
Trainer profile :
The training is led by Claudine Korall, president of IFDII and expert in intercultural intelligence. Contact: claudinekorall@ifdii.com, +33 611 43 75 41.
Pedagogical methods
Based on real-life examples and insights from communication, multicultural management, anthropology and cognitive science. Interactive, dynamic training adapted to the specific needs of participants.
Follow-up and evaluation:
To ensure personalized follow-up, IFDII assesses skills acquired during and at the end of the training. This evaluation is done through practical exercises, case studies, or quizzes. Participants also receive a feedback form to complete..
Documentation provided:
The documentation includes a pen and the IFDII folder. Committed to an environmental approach, the documents provided by IFDII are printed on recycled paper.
Why choose this training?
- Personalised approach: Each session is tailored to meet your unique challenges.
- Proven expertise: Led by Claudine Korall, a respected authority in the field, using a tested methodology.
- Practical outcomes: Achieve measurable improvements in negotiation skills, efficiency, and intercultural understanding.
How this training differs from our other trainings
- Focused intercultural negotiation: Specific techniques to anticipate and manage cultural differences.
- Common ground creation: Strategies to establish beneficial cross-cultural collaborations.
- Multicultural context navigation: Tools to understand and leverage cultural differences.
- Adaptive communication strategies: Methods for effective communication with international counterparts.