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    • 20 Oct 2021
    • 4:15 PM - 6:30 PM
    • Online
    • 6
    Registration is closed
    • Capacity: 10 Seats

    Does your organisation follow a structured and systematic approach to prepare for complex commercial negotiations with different cultures?

    What we mean by culture is really personal & preferential behaviours which is the result of a person’s belief and manners they are accustomed with.

    Therefore, it is vital to consider history, etiquette and customs when engaging in new communication with different cultures, as well as one’s own background and expectations.

    We will discuss the key points in engaging with Asian and Middle Eastern cultures. Most importantly, empowering your organisation to effectively influence decision makers and managing cross-cultural considerations – that is, how those cultures think and how business works their way.

    We will discuss:

    • Different negotiation styles and their cultural differences
    • Genuine vs Tactical manoeuvres to gain advantage in commercial negotiations
    • Personality and cultural background behaviours
    •  Dealing with the seducer’s
    • The fine line between building personal relationships and building close business relationships – Collectivist vs Individualist cultures
    • 19 Nov 2021
    • 12:15 PM - 2:30 PM
    • Melbourne, CBD
    • 5
    • Capacity: 8 Seats

    Be in Control: Effective Management of Warnings and Threats

    Imagine how much easier all your conversations would be if the difficulties, frustrations and emotions associated with negotiation could be managed effectively? Both by yourself and by the other party.

    Threats have no place in negotiations and they should be avoided, however carefully planned ‘warnings’ may be used during negotiation process sparingly, and with care. This will ensure that your warnings have the impact you wish for, and that the other side doesn't see your warnings as threats.  

    In this roundtable we will discuss:

    • The difference between threats and warnings which will have an impact upon your negotiations
    • The human aspect of negotiation challenges
    • How to deal with threats
    • How to manage warnings effectively with the other party, in order to achieve a Wise outcome
    • Practical ways to manage the emotions so that you are in control of the negotiation

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