International Business Negotiation Skills


 

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

All information, materials and related graphics contained herein and/or provided in the course of the training session(s) (hereinafter referred to as “Information and Materials”) are intended for informational and/or educational purposes only. The Singapore Business Federation does not claim ownership of any of the Information and Materials provided by the external training vendor(s). The information and Materials may from time to time include technical inaccuracies or typographical errors, and changes may be added periodically as may be necessary. Please note that photography, audio and video recording may occur during these events. All photography, audio and video recording may be used by Singapore Business Federation for education, marketing, promotional and/or publication purposes. If you do not wish to have your image recorded or published, for compelling and legitimate grounds relating to your particular situation, please inform our staff.

When
8/2/2023 9:00 AM - 5:00 PM

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