Course dates
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
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The Course Director is an international lawyer and consultant to an international law firm. He was formerly a partner and Head of International Commercial Law at KPMG Legal globally. He is cited and ranked in Chambers Guide of the World’s Leading Lawyers. He specialises in international investment, joint ventures, licensing of technology, R&D, M&A, energy, outsourcing and corporate governance globally. He has worked with clients such as Standard Chartered, Bank of China, KPMG, Motorola and more.
He is a Visiting Professor in International Business, Leadership and Negotiations at Salford University Business School, Senior Associate of Oxford University’s Institute of Legal Practice, a Visiting Lecturer to Cambridge University and a Visiting Fellow to Leeds University Business School where he focuses on leadership, cross-cultural dynamics in international business and international trade and investment.
He is the non-executive director of an international investment fund listed on the London Stock Exchange and Chairs another international investment company where he approves and selects investments, their acquisitions, sales and their structures.
He was appointed an OBE by HM the Queen in January 1999 for services to international trade, investment and intercultural management.
He is an editor and contributor to a number of publications, in April 2010 his book on Business and Contract Law was published by Thorogood.
Courses run by this instructor
4-5 Star Hotel in Hong Kong, Hong Kong,
All of our courses are held in 4 – 5 star hotels, chosen for their location, facilities and level of service. You can be assured of a comfortable, convenient learning environment throughout the duration of the course.
Due to the variation in delegate numbers, we will send confirmation of the venue to you approximately 2 weeks before the start of the course. Course fees include training facilities, documentation, lunches and refreshments for the duration of the programme. Delegates are responsible for arranging their own accommodation, however, a list of convenient hotels (many at specially negotiated rates) is available upon registration.
Interested in holding this course in-house? Please fill out your details and a member of our team will be in touch with more information.
Course dates