This seminar trains the participants in strategies for reaching the
best agreement in a given situation plus intercultural awareness
training plus English language support (correction and feedback,
effective phrases, vocabulary expansion).
BUSINESS COMMUNICATION SKILLS
Integrative Negotiation
¾
This method of negotiating
¾
also called Cooperative or Principled Negotiation
¾
was developed at Harvard University around 1980
and presented
to the public in the classic business book Getting To Yes.
It has since
become widely adopted in western business as a basis for seeking
creative, win-win solutions. Participants will learn and
practice the strategies of integrative negotiating by viewing a
training video and playing roles in simulated negotiations.
Distributive Negotiation
¾
This method of negotiating is also called Competitive
Negotiation. It is the win-lose approach, which has its place
when fixed sums must be divided and creative solutions are not
possible. Participants learn and practice tactics as well as
counter-tactics that are common in this kind of negotiation.
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 COMPETENCE
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.
The 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
— Information
about specific foreign cultures regarding topics such as meeting
and greeting people, doing business, dress, dining, social
entertaining, gift-giving, and body gestures is provided and
discussed. Where possible, new behaviors are practiced.
ENGLISH
PROFICIENCY
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.
Classic Mistakes
—
Some mistakes
are typical for Germans. Some of the more important ones will be
explored in a spirit of fun.
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.
OPEN SEMINARS
SCT open seminars run over three
days, starting at 09:00 and ending at 17:00 each day. Scheduled
dates are listed on the
Home Page.
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.
GOALS
-
to
learn effective language for cross-cultural negotiating situations
-
to
understand the difference between distributive and integrative
negotiations
-
to
know the styles of
conflict management and when to use them
-
to know when
compromise is right and when it isn’t
-
to learn to identify
your best alternative to an agreement before the negotiation starts
-
to learn to look for
the interests behind positions -- yours and theirs
-
to understand the
role of options in an integrative negotiation
-
to know when and how
to use generally accepted standards
-
to
know
some of the more common tactics used by negotiators
-
to
learn some of the more common counter tactics
METHODS
The concepts given on this course are presented as text, as
presentations
by the trainer, and as video input. Theoretical points that are given
often lead to open discussions about how they can apply to the
participants’ individual situations. Negotiation tactics and strategies
are practiced in short situations and role plays. Specific language
strategies (what to say in a given situation) are developed and
practiced.
We
want our course participants to be as active with meaningful tasks as
possible.
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