Influencing and Negotiating in Other Cultures
Program managers, project leaders, and others must gain commitment from team members, win the support of other stakeholders,
negotiate effectively, and influence all decisions that relate to the success of their projects. The know-how and skills
required in international settings, especially when outsourcing processes and tasks, are difficult if not impossible to learn
from domestic work.
The interactive workshop format includes lecture, case examples from several cultures, many exercises, and facilitated Q&A.
Try out our Negotiation Quiz to check your knowledge!
|
Belongs to Workshop:
Negotiating And Working With International Customers, Suppliers, And Partners
|
|
Dates:
October 7, 2008, UTD campus in Richardson, TX
|
Objectives
Adjust influence and negotiation styles to specific cultures and individuals
Reach agreement with offshore vendors and partners whose agenda may differ from yours
Recognize when to use a collaborative or competitive approach to negotiating
Build the network of allies needed to successfully manage a cross-border project
Learn to be appropriately influenced by members of other cultures.
|
|
Key Learning Points: As a result of this workshop you will be able to
Recognize the specific requirements for exerting influence and negotiating successfully across different cultures, including cultural prerequisites and styles
Interpret correctly and respond appropriately to the communications from members of different cultures (learn how to be appropriately influenced)
Build the network of allies needed to successfully manage a cross border project.
Participating PMPs receive 8 PDU credits
|
|
Instructors: Dr. Sue Freedman
and Lothar Katz
|
|
Agenda:
| Time
| Topics
|
| 8:30am - 9:15am |
Introduction |
| 9:15am - 10:00am |
Understanding Objectives and Concerns |
| 10:15am - 10:50am |
Influence in International Environments |
| 10:50am - 11:20am |
Selecting Influence Strategies |
| 11:20am - 12:05pm |
Factors That Impact International Negotiations |
| 12:05pm - 12:50pm |
Lunch |
| 12:50pm - 1:30pm |
Dealing with Other Negotiation Styles |
| 1:30pm - 2:20pm |
Factors That Impact International Negotiations (continued) |
| 2:30pm - 3:00pm |
Timing Your Concessions
|
| 3:00pm - 4:00pm |
Negotiation Tactics (And How to Deal With Them) |
| 4:00pm - 4:45pm |
Making it Work |
| 4:45pm - 5:00pm |
Next Steps |
|
|
Registration:
Click on the link to go to
UTD's secure online registration page.
Individual workshop fee: $595
To inquire about in-house offerings, please call the UTD project management office at 972-883-5802 or e-mail us
at
info@managingprojectsacrossborders.com
|
top of page
