Negotiating with Foreigners

This course will teach you how to negotiate with foreigners in different business situations. You will learn different styles of negotiating such as formal and informal, positional and cooperative, and understand how both parties can achieve a "win-win" result. You will also learn necessary skills, language functions and expressions that will help you develop confidence and fluency when negotiating.

Materials:

Trainees will work from a Course Pack, and supplemental lessons and activities will be provided by the instructor.

Objectives:

At the end of the workshop trainees will be able to:

o Make opening statements

o Clarify positions

o Make and respond to proposals

o Bargain effectively

o Handle conflict and resolve sticking points

o Close a negotiations

Learning/Teaching Methods:

Trainees will actively participate with partners/small groups to complete all assignments and can expect to be involved in speaking with a partner or in a group for approximately eighty percent of the class time. The instructor will act as a facilitator and coach-not as a lecturer - to guide trainees step-by-step through the phases of effective western-style negotiations. Homework may be required to practice speaking and to prepare for negotiations role-plays.