The impact of globalization has considerably increased the exchanges between countries as well as the culture impacts in many ways and particularly on the negotiation processes across borders. Belief and behaviour differ between cultures in such a way that bargaining means many different things to different people from different cultures. To augment his or her capabilities a business negotiator needs to learn how to observe, analyze, develop solid mutually beneficial relationships to travel the road to success. This course is designed to provide the participant with a framework of the negotiation process and basic tools in order to help him/her understand and manage negotiations successfully. It is constructed so as to balance conceptual framework, case studies, use of video and constructive dialogue drawing on the knowledge, experience and insights from the participants.
- Teacher: Claude Nassar