Overview
The explosion of international business activities has had a marked impact on companies that are ‘forced’ to seek
international trade and investment opportunities in distant markets for survival. Doing business overseas is,
however, considered to be a challenging task. One particular obstacle that almost always complicates
international business negotiations and relationships is the cultural differences between negotiating parties.
Often we hear of unsuccessful encounters between business executives from different cultures mainly because
they are not able to communicate and negotiate effectively with each other. Communication is thus crucial in
business negotiation as it is the means by which negotiators achieve objectives, build relationships, and resolve
disputes.
This course is designed to introduce participants to the nature and practice of international business negotiations.
It focuses on culture and inter-cultural communication, and negotiation strategies in business contexts. The aim
is to enhance the participants’ comprehension of the negotiation process and its fundamental elements in order
to understand the influence of culture on negotiation. The course also intends to broaden the view on different
business cultures and at the same time provide participants the necessary tools to succeed in international
negotiations.
Learning Objectives
• Defining International Business Negotiation
• The Link between Culture and Negotiation. Does Culture Really Make a Difference?
• Culture and Communication in a Business Context
• Essential Concepts of International Negotiation
• The Importance of Principled Negotiation
• Creativity and Emotions in Negotiation
• Business Negotiation Strategies and Skills
• Culture, Power, and Influence in Negotiation
• Making Inter-cultural Communication Work
• Managing Inter-cultural Differences
• Dealing with Ethical Issues When Doing Business Abroad
• Handling Conflict Resolutions in Business Deals
• How to Prepare for International Business Negotiations
• Personal Learning and Development Action Plan
Learning Outcomes
• Develop an understanding of cultures and sub-cultures and the role they play in communicating and
negotiating effectively in a global business environment
• Examine contrasting cultural values and orientations and their impact on the international
communication and negotiating process
• Analyse problems and issues in inter-cultural communications, particularly in an International business
context
• Demonstrate a comprehensive understanding of why conflicts arise and how these can be managed
• Demonstrate knowledge and understanding of the key skills required to handle business negotiations in
an international context
• Enhance their negotiation and communication skills to deal with diversity in international negotiations
• Identify and critically evaluate ethical issues surrounding business negotiations in an international
context
Who Should Attend
Any business professionals who are involved or interested in negotiation and are looking to improve and refresh their skills in negotiation in an international context.
Trainer Profile
Cidi is trained in the area of People Development in the UK. He possesses a Master of Science Degree in Training from the University of Leicester (UK), and holds an Advanced Diploma in Administrative Management (UK). Cidi is a Chartered Member of the Chartered Institute of Personnel & Development (UK) and is a member founder of the Institute of Leadership and Management (UK). He also holds Fellowship with the Institute of Administrative Management (UK). Cidi is a DiSC® Certified Human Behaviour Analyst and an Accredited Administrator for the FIRO-B® and the MBTI® personality type profiling instruments. He is also a People Developer Consultant and WDA-ACTA Certified Trainer and Assessor.
Administrative Details
- Please log on with your Username and Password to register. If you have no existing account with Singapore Business Federation (SBF), please create one for registration.
- Upon registration, you can make payment directly by PayPal (for Credit / Debit Card), PayNow Corporate or Bank Transfer. An auto e-acknowledgement and invoice will be sent to your registered email.
- No cancellation is allowed upon registration but attendance by a replacement delegate from your company due to exigency could be facilitated. Please notify SBF of this change, giving at least 3 working days’ notice prior to the date of the workshop to enable logistical arrangements for the replacement.
- Full payment must be received with registration prior to the date of the workshop to guarantee your place.
- Admission into the workshop is only allowed if payment / proof of payment has been received prior to the day.
- Participants will still be liable for payment in the event of no-show on actual day of the workshop.
- SBF reserves the right to cancel, postpone, reschedule or make any adjustments to the workshop where necessary.
Payment Options:
Select one of the following electronic payment options available (Please key in the invoice number for our reference)
- PayPal (pay by Credit or Debit card)
- PayNow Corporate (UEN: T02SS0073H)
- Bank Transfer (Bank / Branch Code: 7375 / 018, Account No: 118-313-180-5)
- Billing Organisation via UOB or DBS Website/Mobile app
Ref No.: SB231031
DISCLAIMER
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