Cross-Cultural Leadership, Management and Negotiation

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 across borders calls for cultural awareness and sensitivity. In all cases, you need to have a globalmind-set and this course will assist the new or experienced global manager in developing the skills to ensure leadership, management,negotiation and career success across cultures. Summary of course content Work effectively across borders and cultural boundaries Enhance greater cross-cultural awareness and sensitivity Increase the productivity of real time and virtual international teams Sustain a competitive edge in working globally Enable people to be more confident and effective as cross-cultural leaders and negotiators avoiding costly misunderstandings Influence ‘up’ and ‘down’ with impact Create and sustain trust and rapport with others Recognise and adapt to appropriate styles for different situations Learn how to prepare for one-to-one and one-to-group communication Methodology The interactive and practical nature of this generic cross-cultural seminar is designed to help participants to remember and use what they have learnt when they confront difficult situations in the future. They will examine their own values and compare them with colleagues from other cultures. Who should attend this training course? In-house Counsel Contract Managers Managing Directors Financial Directors Commercial Directors Corporate Financiers Project Managers Risk Managers HR Managers Supervisors Regulators
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