The training is addressed to:
• Professionals involved in international negotiations on the daily basis in business sectors such as: companies cooperation, sales, logistics, procurement, finance, project management .
• Managers working in an international business environment.
• People who want to understand cultural differences and their impact on the dynamics of negotiations.
• People who want to improve communication skills in an international context.
• People who want to establish lasting business relationships with international clients.
• People who want to learn how to deal with linguistic differences.

• Developing negotiation skills in an international business context.
• Understanding cultural differences and their impact on the negotiation process.
• Building effective negotiation teams.
• Acquiring practical tools and techniques for preparing for negotiations, taking into account cultural differences.
• Increasing communication skills in an international context, with particular emphasis on the subtleties of communication.
• Increasing the effectiveness of negotiations.
• Expanding knowledge about international aspects of business and how to deal with them.
• Ability to build long-term relationships with business partners internationally.
• Receiving specific negotiation tools and strategies for immediate use in practice.
• Increased self-confidence and ability to cope with negotiation challenges, which translates into professional success.

• Integrated approach: Our International Negotiations in Practice program takes a holistic approach, covering a wide range of topics from cultural challenges to practical negotiation strategies. Participants gain comprehensive knowledge of the dynamics of international negotiations.
• Practical tools and techniques: We go beyond theory by providing participants with practical tools and techniques. Our emphasis is on practical applicability, ensuring that participants leave with skills they can use immediately.
• Emphasis on intercultural communication: Recognizing the crucial role of communication, especially in diverse international environments, our training places a strong emphasis on intercultural communication. Participants learn to navigate linguistic nuances and communicate their messages effectively.
• Team Building and Relationship Management: Not only do we delve into individual negotiation skills, but we also emphasize the importance of building and managing effective negotiation teams. Establishing and maintaining long-term business relationships is a key element.
• Experienced trainer: Our trainer brings with him extensive experience in international business negotiations. Case studies and examples are drawn from real scenarios, providing valuable insights and practical applications.
• Adaptability to Diverse Business Environments: Recognizing the ever-changing nature of international business, our program equips participants with flexible strategies. This ensures they are able to navigate diverse business environments and successfully deal with unforeseen challenges.
• Networking opportunities: Our training gives professionals the opportunity to establish contacts and exchange insights. Networking opportunities are integrated into the program, fostering collaboration and the exchange of best practices among participants.

DAY I

Module I – Introduction to international negotiations
• Challenges of intercultural negotiations connected with:
– Differences in perception of main aspects such as: time, hierarchy, dealing with uncertainty, deadlines, emotions, relations
– Communication: reading through cultural filters, assessing by “own” experience and cultural approach
• Cultural differences in business and their impact on negotiations:
– Time planned
– Preparations
– Potential obstacles
– Recognition of the cultural approaches in business in different countries
– Situations that may cause consternation
– Case studies: main mistakes made in real life situations
• Recognizing the partner’s intentions and his/her negotiating power based on cultural differences:
– How to recognize the inner intention of the business partner?
– Power in negotiation – how to assess my power and the power of the business partner?
– How the power in business is perceived in different countries?
• Online negotiations vs. stationary negotiations:
– The main differences
– Pros & cons of each one
– How to use online or stationary for the best benefits

Module II – Intercultural communication
• The role of culture in international communication:
– Preferable channels of communication depending on different cultures
– Ways of transmitting information: direct/indirect, formal/informal
– What to do when relation plays the crucial role in business?
• Key cultural values and their impact on the dynamics of negotiations:
– Approach to project management
– Approach to tasks division and tasks delegation
– Decision making process – based on individual or group?
• Differences in communication styles and detecting subtle nuances in communication:
– Case studies with real communication samples that caused the international conflicts. Analysis and drawing conclusions
• Communication channels – which ones to choose in a given culture
– Why do some countries prefer written communication and others face to face? How to adjust our communication to others?
• Cultural influence on negotiation styles and persuasion techniques
– Language of persuasion in different countries – what is the approach and examples of correct use?
• Simulation sessions and practical case studies

Module III – Preparation for negotiations
• Choosing the right negotiation tools and styles:
– Based on our needs
– Taking into account the cultural differences
– Taking into account our power and the power of the business partners
• System for creating negotiation scenarios
– Anticipating sticking points
– Determining BATNA, WATNA, ZOPA based on the collected data
• Starting negotiations as a basis – who, when, why (based on cultural differences)
• Simulation session

Module IV – Language and negotiations
• Why you should NOT translate communication and techniques 1:1 from your mother tongue into e.g. English?
• Tactical empathy – a technique used by FBI negotiators that mostly works in negotiations conducted in English:
– Indirect approach typical for English language
– Tactical empathy introduced by Chris Voss – ex FBI negotiator:
° Getting into the inner motivation
° Reading the hidden intention of the business partners that will help achieve the common goals
° Active listening techniques which help in understanding and omitting the conflicts
° Tactical empathy helps in deleting with emotions and develop emotional intelligence that so needed in negotiatons
– Calibrated questions – they are not used to get information, they are used to direct focus and shape thoughts
• Linguistic differences resulting from the culture of the language, which have a critical impact on communication and the outcome of negotiations
• Negotiation session

DAY II

Module V – Building a negotiation team
• Team or individual?
– Which countries prefer negotiating individually and which in groups – how can we assess it?
• Selecting appropriate team members and assigning roles
– Based on types of personalities and individual talents
• Managing roles and responsibilities in the team:
– Who should be responsible for which part in negotiation and how?
– Training the negotiation teams

Module VI – Negotiation strategies and scenarios
• How to build individual and team negotiation strategies?
– Writing the possible scenarios
– Which strategies to chose?
• Process maps of negotiation strategies – how to arrange and work with them?
• How to deal with manipulation during negotiations:
– How to recognize manipulation?
– How to stop it?
– How to move from manipulation into to negotiation?
• Being assertive in negotiation:
– Assertiveness in different cultures – how to set the boundry in different cultures
– Being polite vs being assertive – approach based on culture
• Negotiation session

Module VII – Establishing business relationships with international clients
• Social Proof in negotiations:
– Which cultures use it
– How to prepare and use our own social proof?
• Flexibility in negotiations – how to obtain it and what limits to set:
– Adjusting to different behaviors
– The ability to foresee some business situations based on culture
• Ways to overcome a negotiation impasse
• Negotiation session

Module VIII – Summary
• Examples of case studies from the trainer’s experience
• Q&A session