OVERVIEW

   A course to:  

   NEGOTIATIONS TRAINING:

Integrative Negotiation This method of negotiating is also called Principled Negotiation. It was developed at Harvard University around 1980 and presented to the public in the classic business book Getting To Yes.  It has been widely adopted in western business as a basis for seeking creative, win-win solutions. Participants learn the strategies of integrative negotiating by viewing a training video.  Participants practice the strategies of integrative negotiating by playing roles in simulated negotiations.

Distributive Negotiation Also called Competitive Negotiation, this is the win-lose approach. It is useful when fixed sums must be divided and creative solutions are not possible. Participants learn and practice distributive tactics as well as counter-tactics in order to be prepared against unscrupulous negotiators.

Role Plays Participants take part in role-plays to practice the tactics, strategies, principles, and language that is taught. Most role plays use a one-to-one format, allowing maximum speaking practice. One goal of the course is to give everyone as much speaking practice ¾ in role plays and open discussions ¾ as possible.

   CROSS-CULTURAL AWARENESS:

Cultural Dimensions Participants learn various ways that cultural differences are measured and compared, the so-called “dimensions” of culture. Participants also contemplate their own culture in these terms as a necessary basis for interacting with other cultures.

Three Basic Types of Culture Participants learn an alternative way of grouping the cultures of the world into three basic culture types. This easy-to-remember concept is forms a sensible basis for discussing cross-cultural conflict.

Cultural Profiles Specific information about foreign cultures ¾ regarding meeting and greeting people, doing business, how to dress, dining, socializing, gift-giving, and body gestures ¾ is provided and discussed. Where possible, new behaviors are practiced.

   ENGLISH TRAINING:

Correction and Feedback Corrections are made throughout the course and helpful suggestions for improvement are made as much as possible. Questions from the participants about English are always welcome and short explanations of the rules are given as necessary.

Vocabulary Building As much as possible, participants will be given not only correction for their mistakes but also alternatives for what they have said correctly, to expand their English horizons. Additionally, when participants say something especially well, this is pointed out for the benefit of everyone.

Language Level Requirements Participants must be able to speak English at an intermediate level or higher. In other words, one must be able to take part comfortably in English discussions. English corrections will be given and explained, and vocabulary improvements will be offered.

---

PRIVATE SEMINARS   Private seminars are for groups or teams from a single organization. They can take place at the client's site or a conference hotel of the client's choosing.   Private seminars can run from 09:00 to 17:30 each day or they can include evening programs and overnight stays in a hotel.    Group size:  maximum 8 Duration:  3 days  Pricing Information:  Please contact SCT.

OPEN SEMINARS    At this time, this SCT seminar is not offered as an open seminar.