Mastering Negotiation Skills in a Cross-Cultural Environment

The world is becoming increasingly smaller. Globalisation has impacted the way we all work, creating key trading partners out of once-distant economies. Now more than ever, is it important to forge strong, long-lasting relationships which can support increasing international business. The intercultural nature of these relationships requires our natural ways of behaving, acting and thinking to be adapted.

It is not always easy to get a message across and convince people of our ideas when they come from the same background. Yet, the challenge is even greater when they have differing values and beliefs, organise their world in alternative ways, communicate and listen differently.

To influence a communication/negotiation process with integrity, we need to reflect on our own behaviour in interpersonal and intercultural relations.

What will you learn

By the end of the training, participants will know how to:

• better identify the mechanisms of interpersonal and intercultural communication that influence the way people listen to and understand what is being said during negotiations, with a view to creating a climate of trust and credibility;
• understand and analyse their own attitudes, reactions and preferences in relation to others;
• draw up a list of behavioural parameters to be considered in cross-cultural negotiations;
• learn the golden rules of intercultural communication to improve their communication techniques;
• maximise their impact when taking the floor in multinational discussions and when negotiating informally behind the scenes.

Prerequisite

Prior to this training course, participants will be requested to:

1) Complete their personal cultural profile tool: instructions for access will be sent out via email when the participant’s registration has been confirmed.

2) Bring to the workshop at least one example of a challenging cross-cultural/professional situation that they faced. In other words, each participant will bring a real case study involving a cross-cultural background or challenge.

Course methodology/highlights

The teaching method – highly operational in nature – uses a bottom-up approach based on several scenarios, either hypothetical cases or real-life cases introduced by the participants themselves.

The simulation exercises offer a learning-by-doing approach, while serving as eye-openers for participants.

The exercises help them acquire essential techniques and tools to negotiate better in a cross-cultural environment.

A video recording will alternate with workshops, exchanges of practice and theoretical contributions.

Throughout this training course, participants receive feedback and advice on managing personal, intercultural and communication challenges in an international environment.

The trainers assist participants in building their individual action plan, aiming at implementing and developing their new cross-cultural skills/abilities.

This course will help you to with the following:

• It will help you to understand how the achievement of negotiating objectives is affected by behaviour, personality, manner of communication and culture.
• It provides concrete advice on how to think about your own behaviour – as well as understanding that of your counterparts – to improve communication skills, specifically in the context of the interactions internally and with international bodies.
• This training course will be fuelled by the Jung’s theory, an introspective self-report questionnaire and a Culture Active Online Assessment. These online tools and models operate as a complementary learning tool and will be at the disposal of the participants after the training session.

Free online learning module

Interested in knowing more about the necessary skills in a cross-cultural environment? Participants will have access to our online learning platform and our introductory session on cross-cultural skills.

In this online course we lay the groundwork to help ensure that you and your team are not being held back by your communication techniques. Learn about interpersonal awareness, active listening and bias through our self-reflective training.

This course is aimed at representatives from the private or public sector, officials from national, community and international organisations/agencies, who are involved in preparing, assisting in or conducting cross-cultural negotiations, either internally or externally at any level.

Anyone who regularly engages in bargaining or consultations with other parties during the course of their work.

Course venue
European Institute of Public Administration (EIPA)
O.L. Vrouweplein 22
6211 HE, Maastricht
the Netherlands

Programme Organiser
Ms Noëlle Debie
Tel: +31 43 32 96 226
n.debie@eipa.eu

Fee
The fee includes documentation and refreshments. Lunches, a reception or dinner are included if mentioned in the programme. Accommodation and travel costs are at the expense of the participants or their administration.

Discounts
EIPA member fee
EIPA offers a discount to all civil servants working for one of EIPA’s supporting countries, and civil servants working for an EU institution, body or agency.

Who are the supporting countries?
Civil servants coming from the following EIPA supporting countries are entitled to get the reduced fee: Austria, Belgium, Bulgaria, Cyprus, Czech Republic, Denmark, Finland, France, Germany, Greece, Hungary, Ireland, Italy, Lithuania, Luxembourg, Malta, the Netherlands, Norway, Poland, Portugal, Spain, Sweden.

For all other participants, the regular fee applies.

Early bird discount
The early bird discount is not cumulative with other discounts or promo codes, except for the EIPA member fee.

Meals
Dietary preferences can be indicated on the registration form.

Hotel reservations
EIPA has special price arrangements with a number of hotels. All hotels are within 10 minutes walking distance from EIPA. Should you wish to make use of this possibility, please book directly via the links below. Payment is to be made directly and personally to the hotel upon checking out.

• Designhotel Maastricht
• Bastionhotel
• Derlon

Confirmation
Confirmation of registration will be forwarded to participants on receipt of the completed online registration form.

Payment
Prior payment is a condition for participation.

Cancellation policy
For administrative reasons you will be charged €150 for cancellations received within 15 days before the activity begins. There is no charge for qualified substitute participants.

EIPA reserves the right to cancel the activity up to 2 weeks before the starting date. In that case, registration fees received will be fully reimbursed. EIPA accepts no responsibility for any costs incurred (travel, accommodation, etc.).