DVELOPPEMENT COMMERCIAL

45

International negotiation for executives

PERFORMANCE COMMERCIALE

PARCOURS

Objectives

-  To enable participants taking innovative actions to negotiate better deals -  To communicate effectively, cooperate, compete, and engage in negotiation with people from own and other cultures -  To provide skills to solve situations of resistance and uncertainty -  To establish and maintain relationships in order to make effective deals Day 1 International dimension of negotiation Definition of international negotiation Negotiation in a globalized world Negotiation process and strategies Cross-border negotiation Values and perceptions in negotiation Cross-border challenges Cross-cultural etiquette and behavior Day 2 Cross-cultural negotiation and communication Functions of communication in negotiation Common barriers to effective cross-cultural communication Influences of cultural dimension on negotiation and problem solving Leadership and negotiation Negotiation techniques and diplomatic behavior in negotiations Emotions in negotiations

Dr. Valon MURTEZAJ, Professor at ISEG. He has been trained at Harvard Kennedy School (USA). Having an extensive professional experience, Valon is also an expert on international negotiations, leadership and diplomacy. In addition, he has worked with international organizations and has been involved in major governmental projects.

Program

Dr. Chavi CHEN, Professor at ISEG. She has extensive experience in international mediation by working for years in international patent and trade, and especially in the Far-East. In addition, Chavi has trained commercial managers in cross-cultural communication, and she is also specialized in Information Communication Technologies (ICTs).

PRACTICAL INFORMATION
In Paris : 23rd and 24th of September 2013 Code DC05-3P 22nd and 23rd of September 2014 Code DC05-4P In Lille : 26th and 27th of September 2013 Code DC05-3L 29th and 30th of May 2014 Code DC05-4L

Pedagogical methods Target Audience Requirements

Exercises Role plays Simulations Executives dealing with international or multicultural negotiations None

Length of program
2 days (14 hours)

Fee
1 400 VAT not included (lunches included)

Pour vous inscrire cette formation, rendez-vous sur www.ieseg.fr/executive-education Ce programme peut tre adapt votre entreprise. Contact : Cline Lvy, c.levy@ieseg.fr
Lille Tl : 03.20.29.62.27 3 rue de la Digue F-59000 Lille Paris Tl : 01.55.91.98.02 Socle de la Grande Arche 1 Parvis de La Dfense F-92044 Paris La Dfense cedex executive@ieseg.fr

Dcouvrez lensemble de notre offre sur :

www.ieseg.fr/executive-education