Dynamics of Global Negotiations

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Minimize misunderstandings and maximize leverage in global negotiations

Thunderbird’s executive online course in global negotiations examines the theory and practice of negotiations among individuals, organizations and groups in multicultural settings where understanding and identifying cultural differences in communication and negotiation styles is the difference between success and failure. In this course you will:

  • Become familiar with the unique challenges for global negotiators and understand the difference between international, multinational and global challenges.

  • Evaluate the impact of using "Power Over" versus "Power With" in developing your negotiation strategy.

  • Distinguish different types of negotiation approaches through stages and phases and understand the importance of preparation and trust in a multicultural context.

  • Analyze the “hardball” and problem-solving tactics you will use to plan your negotiation strategy.

  • Recognize cultural, situational and social factors of virtual negotiations by understanding the surprises of social distance.

  • Interpret how to gain confidence and competency through dialogue, problem solving and the power of understanding.

  • Understand how to close your negotiation with reasonable offers rather than one-sided offers.

 

Exclusive offers

  1. This course gives you access to the Cultural Orientations Indicator® web-based software self-reporting tool that is designed to foster self-awareness and cultural-awareness so you can effectively communicate and collaborate in a global team environment. 

  2. Participants also receive access to the ExpertNegotiator® web-based software to help plan and enhance your negotiation strategy.

Each offer is extended for 1 year from the start of your first course.

 

Curriculum Highlights

Topics Covered

  • Introduction to Global Negotiating "Power Over" versus "Power With"

  • Trust and Preparation

  • Understanding Self and Strategic Choices in a Cultural Context

  • Design a Strategy to Win

  • The Virtual Negotiation: Surprises and Social Distance

  • Introduction to Phases and Preliminary Steps

  • Opening and Exploration Phase

  • Closing Stage and Wrap-Up

 

To earn the Executive Certificate or individual "Certificates of Completion," participants must:

  • Participate in weekly facilitated discussion forums

  • Complete the End-of-Course Assessment with a score of 80% or higher

  • Complete the End-of-Course Survey

Course Content

  • Introduction to Global Negotiating "Power Over" versus "Power With"
  • Trust and Preparation
  • Understanding Self and Strategic Choices in a Cultural Context
  • Design a Strategy to Win
  • The Virtual Negotiation: Surprises and Social Distance
  • Introduction to Phases and Preliminary Steps
  • Opening and Exploration Phase
  • Closing Stage and Wrap-Up

 


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