TOPIC 1 COMMUNICATION ACROSS CULTURES
· Culture and its characteristics
· Communication framework and cultural challenges, high-context vs low-context cultures
· Verbal and written communication
· Nonverbal communication
· Tips on how to communicate effectively across cultures
TOPIC 2 BASICS OF NEGOTIATION AND CULTURAL IMPLICATIONS
· Negotiation Basics
· Decision making process, types of the decision making, cultural implications
· Cultural approaches to negotiations
TOPIC 3 PREPARING FOR THE NEGOTIATION
· Self-assessment: positions, interests, identification of issues in negotiation
· Developing BATNA: Best Alternative to a Negotiated Agreement
· Reservation Point and Sunk Costs
· ZOPA: Zone of Possible Agreement
· Preparing the plan for the negotiations
TOPIC 4 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE
· Bargaining zone
· Pie-slicing strategies
· Saving face: South East Asian perspective
· Fairness concept in distributive negotiations
TOPIC 5 WIN-WIN NEGOTIATION: EXPANDING THE PIE
· Negotiation types for win-win potential
· Most common pie-expanding errors
· Most common pie-expanding strategies
· Strategic framework for reaching win-win solution
TOPIC 6 DEVELOPING AND ADJUSTING THE NEGOTIATION STYLE
· Motivational orientation
· Interests, rights and power, cultural implications
· Emotions and developing emotional intelligence for multicultural negotiations
TOPIC 7 ESTABLISHING TRUST AND BUILDING RELATIONSHPIPS
· Types of trust in negotiations, cultural implications
· Reputation, professionalism and social networks, China perspective
· Relationships in negotiations, long-term vs short-term focus, cultural implications
TOPIC 8 POWER, GENDER AND ETHICS IN NEGOTIATIONS
· Power, symmetric and asymmetric power, egalitarian vs hierarchical societies
· Power and decision making, cultural implications
· Status
· Gender
· Ethics in negotiations and decision making
TOPIC 9 MULTIPARTY NEGOTIATIONS
· Multiparty negotiations, key challenges
· Coalitions, key challenges
TOPIC 10 CHALLENGES OF MULTICULTURAL NEGOTIATIONS
· Cultural values and negotiation norms
· Ethnocentrism
· Faulty perceptions of conciliation
· Implementing of agreements
· Conflict resolution, cultural implications
· Tips on how to negotiate effectively across cultures