' Campanies can gain more through exploting national differances

than by muscling them aside. '

                                                                                                                                                               Pankaj Ghemawat

Mastering International Teams

Intercultural competence is one of the basic skills necessary in an actual business world.

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International Negotiation

Nowadays, being successful in a national market is not enough. The key to real success lies in the ability to be competitive in fo...

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Developing trust

Trust bears an influence on all aspects of our activities and the degree of trust we are able to build has far-reaching consequenc...

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Relocation training

Spain, Poland, Germany, China, India, Brazil, Morocco, Russia.... A relocated manager – referred to as “an expatriate” - has to de...

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Intercultural training programmes for lawyers

Provision of legal services is becoming more and more international and requires a wide range of skills beyond good knowledge of l...

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Diversity training

We are different! It is our age, sex, origin, personal and professional experience and our skills that make us different...

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International Negotiation

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Nowadays, being successful in a national market is not enough. The key to real success lies in the ability to be competitive in foreign markets.

Negotiations are the crucial element in establishing international contacts. Most business negotiations entail complex processes and are conducted in an atmosphere of pressure, insecurity and stress. When the negotiators come from different cultural backgrounds, the level of complexity and the risk of misunderstandings increase considerably. Knowledge of different customs, values and cultures becomes a vital tool. The final result depends not only on the negotiating parties reaching an agreement, but on their ability to reach a mutual understanding which surpasses their cultural differences.

 

Did we do a good deal, when a Chinese person assures us that they will do their best to deliver within the agreed deadline? Should we feel offended when somebody from the United States tells us openly and frankly that they dislike our proposal? How should we express our disagreement to a Japanese in a culturally acceptable way? Many similar questions come into play when sitting round the table at an international negotiation.

 

The aim of our training programmes is to understand how cultural differences influence the negotiation process and how to become a skilful negotiators in international environments.

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