Negotiations for Expansion Across Nations
Expansion may take the form of global market entry, merger, acquisition, franchising, or all of them. In all cases, it is a process involving cross-border negotiations.
Our hands-on, real life cases and interactive trainings help experienced negotiators to master skills for:
the 'unwritten rules of the game' at every stage of the negotiation or sales process and how to apply proven methods for success across different Culture Clusters
how to build Trust and relationships with partners from all over the world
what persuasion tactics work in various cultural settings
what to expect in the post-negotiation process
cross-cultural perceptions about contractual obligations, customer service, warranty provisions, indemnification
Cross-border Sales and Negotiations
Negotiations across nations
Be persuasive in any Culture Closing sales globally Real cases
Negotiators who might be unbeatable within their own national culture often call for special training to be effective abroad. No need to learn details about more than 200 world cultures: in our intensive programs we provide you with a simple and structured framework for making intelligent guesses about what drives the behavior of your international partners.
A system proven in practice by professionals with killer track records in international sales.
And a must-do training for international customer relationship management.
Modules we typically cover :
The Culture Clusters Matrix and how it translates into a sales context
Negotiations in cross-cultural setting - cultural gaps and reading global mindsets
Expectations related to Buyer-Seller relationship
Different views about business relationships around the world
How to build and maintain relationships with different others
Communications across nations
High and low context communication
Directness and feedback, body language, perceptions of time
Presentation skills for cross-cultural audiences
Building Trust across nations
Intercultural persuasion skills
Arguments that matter
Compromise and consensus
Expectations in the post-sales proces
CRM across the world
Some typical profiles of participants:
Sales teams of companies operating or planning to expand internationally
Executives negotiating cross-border mergers or acquisitions
Non-profit organizations' officers raising funds internationally
Scientists seeking financing opportunities globally
Investment funds' managers recruiting capital players from abroad
Who it is for
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We are uniquely positioned to provide insights about how different cultural values translate into real-life business practices.
Most professional salespersons are incredibly successful in their own country, or culture of origin. They have developed skills and approaches which have consistently brought them success in recruiting and maintaining clients.
However, when they go into international negotiations and face counterparts who share different values, views and practices, then outcome may become unpredictable.
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