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Strategic Global Influence & Negotiation

Successfully and comfortably influence and negotiate with diverse customers, suppliers, business partners, stakeholders, and employees to produce transformational and high-impact results.

  • Enhance your skills to effectively communicate with diverse others and engage them in working together to achieve results.
  • Engage in hands-on experiences using role play, simulation and active preparation to respond to your real-world challenges.
  • Feel well-prepared and confident as you approach your next global influencing challenge with greater readiness and poise.

This course is designed for mid- to senior-level managers with global and/or cross-cultural responsibilities.

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Program Highlights

  • Develop deep insight into your own influencing and cross-cultural communication styles.
  • Explore different approaches to negotiation and dispute resolution (e.g., values vs. rights-based).
  • Acquire strategies to influence people with divergent interests across cultures.
  • Fine-tune your approach to achieving positive and desired outcomes through hands-on practice.
  • Learn how to negotiate effectively with difficult people and for “nonperformance” issues.
  • Enhance your ability to align your influencing strategies with organizational strategy.
  • Take part in an innovative, hands-on immersive experience that brings your learnings to life.
Immersive Executive Experience

Through hands-on, immersive activities, Thunderbird reveals how your classroom learnings translate to real-world business scenarios. Each of the four courses in this series features an onsite visit to a cutting-edge location where you will experience firsthand the profound and successful application of course concepts.

Program Details
Location Arizona
Date(s) TBD
Program Fee* USD $6,950
Continuing Education Units (CEUs)** 2.0 CEUs

*Includes instruction, course materials, & Immersive Executive Experience.

**CEUs provide a permanent record of the professional development training and non-credit enhancement activities of working executives who wish to stay current in global business. One CEU is equivalent to 10 contact hours of time spent at a qualified instruction site. 

Note: Courses require a minimum number of registrants to run. Course dates and professors are subject to change.
After completing your first program, receive a 15% discount on all subsequent programs. Contact us for partnership & group pricing options.


The Strategic Global Influence & Negotiation program is led by Professors Denis Leclerc, Ph.D., award-winning Professor of Cross-Cultural Communication and Negotiations at Thunderbird and Thomas Kull, Ph.D., Associate Professor of Supply Chain Management at WP Carey School of Business at ASU and inventor of Coffee Trade: A Contract Negotiation Simulation.


Denis Leclerc
Academic Dir, Executive Master of Global Management & Clin Assoc Prof (FSC)

Thomas Kull
Associate Professor


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