Cross-Cultural Leadership, Management and Negotiation
Starting dates and places
Description
Course overview Major international companies estimate that cultural mismanagement causes increased overheads of 26% and regard the skill of successfully working across borders as an essential and required competency. As business becomes more global, there is a critical need for people to enhance their competency in working with cultural differences. Today’s leaders, managers and negotiators work in virtual teams or in real time with colleagues, alliance partners, suppliers and potential customers. Unless cultural differences are addressed effectively, misunderstandings and misjudgments can result in loss of customers and staff as well as low productivity and morale. Leading or negotiating a…Frequently asked questions
There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.
Day 1 Registration commences at 8:30 Programme runs from 9:00 - 5:00 daily Introduction Objectives Differences between leaders and managers Definitions of leadership Examples of effective leadership Introducing a model for leadership and effective management Understanding yourself as a leader and effective manager and your environment Leadership situation simulation Definitions and styles of influencing and persuasion Basic strategies Personal impact when influencing Review of self assessment Behavioural skills for effective influencers and negotiators Behaviours that help to reach agreement Behaviours that lead to breakdown Asking Telling Probing Listening Use of silence What is culture? Perceptions Challenges of working across borders Culture differences How culture affects behaviour Mapping cultures Different dimensions and expectations Understanding why different culture have different behaviours National cultures Corporate cultures Sector cultures Building trust and ‘face’ Face and self esteem Different types of trust Identifying your and other person’s criteria for trust Creating and sustaining trust Influencing, persuasion and negotiations across cultures and organisations Hierarchy ‘I’ vs. ‘We’ Perception of status Dealing with certainty Attitudes to time Relationship vs. Task Intercultural communication styles Leadership strategy Structuring messages Selecting the medium through which to influence – corridor, email, 121, elevator pitch, meetings Creating relevant informative, persuasive messages Setting objectives, making recommendations Day 2 Negotiations – objectives and strategy Objectives – slicing the pie or expanding the pie The myth of ‘win/win’ Creating value – long and short term Identifying your objectives and strategy Strategy variables – BATNA and ZOPA Offers Identifying your natural negotiating style Practical exercise Recognising your preference and others Impact of different styles When to apply different styles Negotiation simulation Pre-negotiation tools for preparation Frames for a gain The issue map – managing complex negotiations Offers Finding and using negotiating power Definition of power Sources of power Interests Positions Clinic To resolve an issue raised by participants past present or future Tools for cross-cultural success Dos and don’ts Top 10 tips
Share your review
Do you have experience with this course? Submit your review and help other people make the right choice. As a thank you for your effort we will donate £1.- to Stichting Edukans.There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.