Course Outline for

Cross-Cultural Negotiation

Goal:

Course Objectives:

• Developing an understanding of how internal preferences and external pressures influence cultural orientation and give shape to different negotiation styles
• Gaining an understanding of the dynamics of cross cultural effectiveness, not only between companies and nations but also within multi-cultural organizations
• Enhancing self- awareness of how culture shapes personal negotiation style and developing a structured approach to improve cross-cultural effectiveness during negotiations in varied situations.

Target Audience

Recommended Number of participants:

Instructors:

Methodology:

Diagnostic Tools for Self-discovery:

Key Content Areas

• Culture
• Negotiation
• Psychology

Culture Content

• Hofstede, Trompennaars, Cohen, Lewis, Avruch, Axtell, Morrison
• Delta Intercultural Academy
• Barnga – Awareness/Energy introduction to culture
• International Profiler
• Windmills of the Mind Simulation
• Country Profiles (CD Rom)
• Business Traits by Culture

Negotiation Content

• Builds on both the Competitive and Collaborative Approaches
• Views negotiation as a Process with stages and structure
• Shows how personality and culture affect each stage of negotiation
• Introduces techniques used to influence

Psychology Content

• Motivation and Self-Esteem
• Neuro-Linguistic Programming
• Outcome Based Framing
• Sensory-Based Language
• Calibration for Rapport

Some references:

• en Français:
• Audebert, Patrick (2002). La négociation. Paris, Editions d’organisation.
• Carrolll, Raymonde (1987). Evidences invisibles : Américains et Français au quotidien. Paris, Seuil.
• Cayrol, Alain et Patrick Barrère (1995). La Programmation Neuro-linguistique (PNL). Paris, ESF éditeur.
• Cudicia, Catherine (2003). La PNL : Communiquer autrement. Paris, Eyrolles.
• auf Deutsch :
• Braun, Roman (2003). NLP eine Einführung : Kommunikation als Führungsinstrument. Frankfurt, Wirtschaftsverlag Karl Ueberreuter.
• Czypionka, Stefan (2003). Umgang mit schwierigen Partnern. Frankfurt, Wirtschaftsverlag Karl Ueberreuter.
• Hauser, Renate (2002). Persönlichkeit als Potenzial : Neun Schlüssel zu Erfolg in Beruf und Partnerschaft. Berlin, Walhalla-Fachverlag.
• Heinrichs, Werner und Armin Klein (2001). Kulturmanagement von A-Z. München, Beck-Wirtschaftsberater im dtv.
• Zeisberg, Sascha (2003). Weltweit professionell verhandeln. München, Redline Wirtschaft.
• in English
• Appiah, A., H. L. Gates, et al. (1997). The dictionary of global culture. New York, Knopf : Distributed by Random House.
• Augsburger, D. W. (1992). Conflict mediation across cultures : pathways and patterns. Louisville, Ky., Westminster/John Knox Press.
• Avruch, K. (1998). Culture & conflict resolution. Washington, D.C., United States Institute of Peace Press.
• Axtell, R. E. (1999). Do's and taboos of humor around the world : stories and tips from business and life. New York, J. Wiley.
• Cohen, R. (1997). Negotiating across cultures : international communication in an interdependent world. Washington, D.C., United States Institute of Peace Press.
• Cohen, S. (2002). Negotiating skills for managers. New York, McGraw-Hill.
• Hofstede, G. J., P. Pedersen, et al. (2002). Exploring culture : exercises, stories, and synthetic cultures. Yarmouth, Me., Intercultural Press.
• Kenna, P. and S. Lacy (1994). Business France : a practical guide to understanding French business culture. Lincolnwood, Ill., USA, Passport Books.
• Kenna, P. and S. Lacy (1994). Business Germany : a practical guide to understanding German business culture. Lincolnwood, Ill., USA, Passport Books.
• Kenna, P. and S. Lacy (1995). Business Italy : a practical guide to understanding Italian business culture. Lincolnwood, Ill., Passport Books.
• Kenna, P. and S. Lacy (1995). Business U.K. : a practical guide to understanding British business culture. Lincolnwood, Ill., Passport Books.
• Lewis, R. D. (1996). When cultures collide : managing successfully across cultures. London ; Sonoma, Calif., N. Brealey Pub.
• Morrison, T., W. A. Conaway, et al. (1994). Kiss, bow, or shake hands : how to do business in sixty countries. Holbrook, Mass., B. Adams.
• Neuliep, J. W. (2003). Intercultural communication : a contextual approach. Boston, Houghton Mifflin.
• Sackman, S. (1997). Cultural complexity in organizations: inherent contrasts and contradictions. Thousand Oaks, Sage Publications.
• Trompenaars, A. and C. Hampden-Turner (1998). Riding the waves of culture : understanding cultural diversity in global business. New York, McGraw Hill.