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Negotiation in International Business

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Course Details

Duration

2 days

What is this course about?

Negotiation skills are not readily transferable across cultures and countries. No course can hope to train anyone to negotiate successfully in a manner that will be applicable throughout the world. On the other hand, the principles of good negotiation and being able to learn how to negotiate across cultures are core skills that all international companies and managers need to understand.

This course takes experienced negotiators, or builds on the negotiation skills course, and helps them understand how to create a good negotiating style that will stand them in good stead throughout the world.

Key topics covered

  1. Analysis of negotiation itself, breaking it down into common factors and culture-specific factors
  2. Development of negotiations so that we create an awareness of what is always specific and what is always generic
  3. Methods of dealing with local negotiations
  4. Use of language, including body language
  5. Simulations and discussion

Who would benefit?

  • Sales and marketing directors and sales managers
  • Other CXOs
  • Board members

Objectives

  • To create awareness of the transferable skills that good negotiators have and to create awareness of the non-transferable skills in negotiations across cultures and country boundaries
  • To create an awareness of how to develop appropriate negotiation skills for a new environment and country
  • To create an awareness of how to work with local skilled negotiators, thereby developing more of the learning culture that we inculcate and developing a continuous improvement process
  • To develop the board’s understanding of how negotiations function in different environments.

Outcomes

Key topics covered

1. Analysis of negotiations

  • What elements are likely to be present in any negotiation
  • What elements are likely to be specific
  • How to generalise the specific issues
  • What makes a good negotiator
  • Then the multicultural or cross cultural elements

2. The end results

  • What is to be achieved by the negotiation, including a sale, reduction in costs, greater transparency between companies, better terms, better time scales, delivery of business benefits
  • What is essential otherwise there will be no deal
  • What can be modified
  • What is the minimum requirement in each element
  • How to introduce each of these elements and when (if at all)
  • The same exercises for the other side
  • Win win and quid pro quos
  • Then the multi-cultural environment

3. Live exercises

  • Establishing what is success for both sides
  • Different scenarios and opportunities for negotiation
  • Results

4. Interpersonal skills

  • What it means in a cross-cultural environment
  • What is normal and what is common
  • Right brain, left brain
  • Neuro-linguistic programming
  • Transactional analysis
  • Concessions and their use
  • Arbitration

5. Review and overview of negotiations

  • What to look for in negotiating styles
  • How to mentor people and manage negotiations
  • How to judge when you have been successful during negotiations
  • Further learning

In-company training

Are you interested in running this course for your team or organisation?

This programme can be delivered on a date of your choice and at a location of your choice, in other words exactly where and when you need it!

From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process. Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.

All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 12 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.

Get in touch today for a full quotation to suit your budget. To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at info@contractlawtraining.co.uk. Alternatively you can complete the short contact form below.

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Testimonials

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  • We identified a need within the business to develop the contract management skills of our key personnel and to sharpen our commercial focus, specifically in relation to contracts. We were impressed by the way GA took the time to understand our exact requirements and develop a bespoke training programme for us. During the consultation process we were reassured that GA were listening to our needs and felt confident the right programme would be delivered.

    Prior to the training we sent over some of our contracts and tenders and these were built into the training programme. This helped our people to translate the learning to their own environment and made sure the programme was not generic and off-the-shelf.

    Our training consultant was excellent, both leading up to the programme and during the training, and had a great delivery style. We were also very pleased with the levels of account management and support we received from GA throughout. We would have no hesitation in recommending GA Training as a provider of contract management training.

    Daimler AG

  • Nasmyth Group took the decision to proactively invest in the development of its key personnel to give them the knowledge and tools they need to operate even more effectively in a challenging commercial environment. We identified two levels of development, one for the group Managing Directors and one for the purchasing and business development functions across the group.

    We were impressed by the approach GA Training took to fully understanding our needs and then developing a solution to meet these needs. Two separate programmes of training were developed during the consultation phase and we were pleased that GA was able to build the learning around our own contracts and commercial world.

    The training delivery style was excellent, taking what could be a dry subject and making it interesting and relevant to our people. The GA consultant had a very engaging approach and was also highly knowledgeable in the subject. The trainer used appropriate examples and workshops to demonstrate the key concepts throughout the training.

    From the beginning we felt valued by GA Training as a client and were very happy with the levels of customer service and support we received throughout. The team looking after us really went the extra mile. We would definitely recommend GA Training and use them again for this type of development.

    Nasmyth Group

  • GA’s approach was very professional, the training to the point, insightful and directly applicable to what we do. The trainer was totally in tune with the subject, our business, and realities of our job roles.

    There are very few that actually listen to what the requirement is and deliver what they say, providing real value for money. GA is one of the few that I have come across.

    Flexibility, professionalism, expertise and commitment to achieving your goals are words that I would use to sum up my experience of working with GA.

    Barton Willmore

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    Detlef Hold, Global Head of Learning and Development F. Hoffmann-La Roche

  • TP Group Plc decided to proactively invest in developing the commercial acumen and contractual awareness of its staff to help us to align technical expertise with an understanding of the wider commercial context. This was a new area of development for TP Group, so we needed to carefully select a provider to partner with on this initiative.

    We chose to work with GA Contract and Commercial after an initial consultation in which we were convinced that GA understood exactly what we were trying to achieve and crucially that they had the necessary track record in delivering this type of development.

    Prior to the programme of training GA spent a great deal of time listening to our needs and focusing on the desired outcomes from the process. We really felt we had input to and ownership of the programme prior to delivery. Even during the learning, wherever required GA was flexible and responsive and adapted our training in real time.

    Our people really connected with their training consultant and the style and pace of delivery was just right throughout. Any initial skepticism that may have existed prior to the programme was well and truly gone very early on, and our consultant’s personable approach and knowledge meant everyone was engaged at all times.

    Following the success of the learning in one area of our business we have now taken the decision to roll this out across the group and we are looking forward to working with GA again. We would strongly recommend GA Training as a provider to any organisation looking to develop the commercial and contractual awareness of its key personnel. Our expectations were met and indeed exceeded and you won’t be disappointed.

    TP Group Plc

  • The training delivered by GA Training was focused on one of our key contracts throughout and delegates were therefore easily able to transfer and apply the learning back to our own commercial environment.

    The GA consultant delivering the training was approachable, highly knowledgeable and had a style that our delegates instantly warmed to. Throughout the training our consultant was able to relate key modules back to our business, this helped to maintain the interest of our delegates at all times and to very much bring the subject to life.

    We would definitely recommend GA Training to any organisation looking to improve the commercial acumen of its staff. The training itself was first-class and the pre and post course support and customer service we received from GA Training was excellent.

    Knowsley SK

  • BioKinetic Europe was looking to improve the contractual awareness of its senior personnel within the business and contacted GA Training to see what they could provide. From our initial enquiry onwards we felt confident that we had found the right training provider to develop the contractual awareness of our staff. The level of customer service we received from GA Training was exemplary and we were reassured throughout the process.

    The training itself was highly focused and tailored to the needs of our business at all times. The training consultant was warm and engaging and delivered the learning in a very effective way, ensuring that we could relate the learning back to our own roles.

    GA Training took the time prior to the course to review relevant contracts and made sure these were used during the training to cement the learning.

    Overall we were very pleased with our decision to use GA Training and we would have no hesitation in using GA again, or indeed recommending them as a provider of high-quality training, backed up by great customer support.

    BioKinetic Europe Limited

  • We found GA Training after a Google search and were very impressed with the way our enquiry was handled from the outset. The training itself was excellent and delivered exactly what GA promised it would.

    I would recommend GA to anyone looking to develop their understanding of NEC3, first-class training and support.

    Ainscough Vanguard

  • Great feedback from both groups and well deserved. I thought it was fascinating and everyone in my group clearly enjoyed it. I’m sure we’ll have further requests for the course going forward.

    Many thanks for everything.

    Thea Gaunt, Head of Professional Development, Weil Gotshal & Manges

  • Our first exposure to GA Contract and Commercial’s training courses was when one of our senior personnel attended the Business Contract Law course in London. We were very impressed by the training course and felt that it would be highly relevant to our business.

    We therefore decided to roll out a programme of training for the organisation in this area and run a tailored version of the training for our key people.

    The programme of training was very effective and the training consultant was really able to connect with our delegates throughout. The consultant took what could be a potentially dry subject and made it interesting, using relevant examples during the learning. Our consultant was warm and approachable and had a very good style of delivery.

    The support team at GA Training really looked after us too, from our initial booking onto their open course through to the conclusion of this programme of training we were given great customer service.

    We would definitely use GA again and would recommend them to others too.

    Optimum Group Services

  • Zenith International was looking to further its understanding and knowledge of the NEC3 Professional Services Contract and the NEC3 Engineering and Construction Contract. We contacted GA Training to investigate what they might be able to provide to support us in this area.

    From the outset GA took the time to fully understand our requirement and then produced a bespoke programme to meet our stated outcomes.

    The training was professionally delivered and tailored so that it was relevant to our business at all times. The training consultant was very knowledgeable and engaging and also explained everything in a clear way that highlighted areas we need to improve our focus on.

    The support and customer care we received from GA from the word go was excellent and we felt reassured throughout the process that we had selected the right provider.

    I would have no hesitation in recommending GA Training. Their professionalism, attention to detail and training delivery was second-to-none.

    Gordon Robinson Director, Zenith International

  • Thoroughly enjoyable course. Various contract examples given were very useful. Excellent presentation, style and approach.

    Birgitta Allett The Open University

  • The trainer is a very engaging and knowledgeable speaker and puts over various points which were discussed very well and in easily understandable terms.

    I am very pleased that after attending the course I feel much more confident to assess and understand different forms of contracts and to look out for potential pitfalls.

    Andy Keeler Soiltechnics Limited

  • The course exceeded my expectations. The trainer was outstanding. I would like to attend further courses to add to the knowledge I’ve gained today. I would highly recommend the course.

    Leah-Ann Watt Deloitte LLP

  • The trainer really brought the legalities to life by telling us about real life cases which was fascinating and extremely interesting. I can’t wait to use what I have learnt back in the office.

    Paula Evans Aurora Fashions

  • The course was very enjoyable in both professionalism and content. I will highly recommend it to my colleagues.

    David Lumley Kidney Research

  • A fantastic and enriching two days which I feel will be of great benefit to me personally and to all the staff who attended from Barclays. Thank you.

    Lee Webb Barclays Plc

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