International Negotiations in Practice

The training is addressed to:

• Professionals involved in international negotiations on a daily basis in business sectors such as: company 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.

Objectives

• Develop negotiation skills in an international business context.
• Understand cultural differences and their impact on the negotiation process.
• Build effective negotiation teams.
• Acquire practical tools and techniques for preparing for negotiations, taking into account cultural differences.
• Increase communication skills in an international context, with particular emphasis on the subtleties of communication.
• Increase the effectiveness of negotiations.
• Expand knowledge about international aspects of business and how to deal with them.
• Build long-term relationships with business partners internationally.
• Receive specific negotiation tools and strategies for immediate use in practice.
• Increase self-confidence and ability to cope with negotiation challenges, which translates into professional success.

Benefits

What makes our training unique?

• 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 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.

Day 1 (4 hours) – Foundations of International Negotiations & Intercultural Communication

Module 1 – Understanding International Negotiations

Objectives:

• Recognize the unique challenges of negotiating across cultures.
• Understand how values such as time, hierarchy, uncertainty, and emotions shape the process.
• Learn how to identify and interpret the negotiation power of international partners.

Key Topics:

• Cultural dimensions influencing negotiations (time, deadlines, hierarchy, emotions).
• Common mistakes in cross-border negotiations (real case studies).
• Assessing negotiation power – how it is perceived in different countries.
• Online vs. face-to-face negotiations: key differences, benefits, risks.

Benefits for participants:

• Ability to better anticipate misunderstandings caused by cultural filters.
• Practical insights into partner’s hidden intentions and negotiation power.
• Clear framework for choosing negotiation format (online vs. stationary).

Module 2 – Intercultural Communication

Objectives:

• Improve communication across diverse cultures.
• Learn to adapt communication channels and styles to the partner’s culture.
• Recognize persuasive language patterns used in different countries.

Key Topics:

• Direct vs. indirect communication; formal vs. informal approaches.
• Decision-making: individual vs. group-oriented cultures.
• Communication channels: written vs. face-to-face preferences.
• Case study analysis: real examples of communication breakdowns and conflicts.
• Language of persuasion across cultures – what works and what fails.

Benefits for participants:

• Improved skills in decoding subtle signals and nuances.
• Ability to adapt own style to build trust and credibility internationally.
• Deeper awareness of communication traps leading to conflict.

Module 3 – Preparation fand Tactical Tools

Objectives:

• Master preparation techniques tailored for international settings.
• Learn practical negotiation tools and frameworks.
• Apply tactical empathy and calibrated questions to uncover hidden motivations.

Key Topics:

• Scenario planning: BATNA, WATNA, ZOPA with cultural context.
• How to start negotiations: who, when, and how depending on culture.
• Tactical empathy (Chris Voss, FBI): active listening, emotional intelligence, calibrated questions.
• Why “word-for-word” translation doesn’t work – cultural context of language.

Benefits for participants:

• Greater self-confidence when entering negotiations.
• Tools for steering conversations and diffusing tensions.
• Enhanced preparation capacity for different cultural environments.

Day 2 (4 hours) – Strategies, Influence & Lasting Business Relationships

Module 4 – Negotiations Strategies and Scenarios

Objectives:

• Build individual and team negotiation strategies.
• Learn how to handle manipulation and remain assertive across cultures.
• Practice adaptive strategies using case simulations.

Key Topics:

• Strategy design: mapping scenarios, choosing the right approach.
• Recognizing and counteracting manipulation in negotiations.
• Assertiveness vs. politeness: how to set boundaries while respecting cultural norms.
• Practical negotiation simulation.

Benefits for participants:

• Practical skillset for staying in control of difficult negotiations.
• Ability to adapt assertiveness to different cultural expectations.
• Clear process for managing manipulative behaviours.

Module 5 – Building and Managing a Negotiation Relationship

Objectives:

• Develop long-term relationship-oriented negotiation practices.
• Use cultural flexibility as a tool for overcoming deadlocks.
• Apply social proof and credibility strategically in global settings.

Key Topics:

• Business relationship building across cultures.
• Social proof in negotiations – when and how to use it.
• Flexibility in negotiation – adapting behaviors, foreseeing challenges.
• Overcoming negotiation impasses.
• Simulation session with international case study.

Benefits for participants:

• Greater ability to establish trust and credibility.
• Tools for navigating difficult moments and unlocking blocked negotiations.
• Long-term perspective: how to turn one-time negotiations into partnerships.

Module 6 – Closing & Reflection

Objectives:

• Consolidate knowledge and translate it into practice.
• Learn from real trainer’s cases and peer experience.
• Identify individual areas for further growth.

Key Topics:

• Case studies from international negotiations.
• Q&A and peer exchange of best practices.
• Personal action plan: how to apply tools in daily work.

Benefits for participants:

• Stronger confidence in applying strategies right after training.
• Practical insights drawn from real, high-stakes negotiations.
• Personalized roadmap for further skill development.