International Negotiation

I N T E RN AT I O N A L N EG OT I AT I O N

A hands-on course that briskly moves through 4 modules to give participants an integrated approach to cross culture negotiation.

1. Introduction and goal setting

2. Tactics and counters

3. Strategy

4. Cross Culture

Designed for international groups with uneven negotiating experience, we begin with the theoritical underpinnings of the Harvard PON (Project on Negotiation). Once we have established a base of common vocabulary and experience, we can move on to explore the mechanics of cultural analysis, based primarily on the work of Hofstede.