Strategic Global
Influence & Negotiation

Strategic Global
Influence & Negotiation
Oct. 2-5 | Thunderbird Campus
2.0 CEUs

Strategic Global Influence & Negotiation

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A Four-day Program that Helps You Succeed in Cross-cultural Settings

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.

Program Faculty

Denis Leclerc, Ph.D.

Professor of Cross-Cultural Communication at Thunderbird School of Global Management. His interests and research have focused on intercultural communication competence and global negotiation. Denis has been published in leading journals including the International Journal of Intercultural Relations, and has been a contributor to Readers in Communication, authoring a chapter on the impact of culture on global negotiations. As the principal of his own consulting company, he conducts cross-cultural research for global companies.

Thomas Kull

Thomas Kull joined the W. P. Carey School of Business as an assistant professor of supply chain management in 2007. Kulls research interests include behavioral issues in operations and supply management, and supply chain risk issues. His passion for supply chain management can be seen in his most recent research, Attitudes toward Supplier Integration: Differing Motivations of Chinese and U.S. Manufacturing Managers. His work has been published in premier, academic journals, including the Journal of Operations Management, Journal of Business Logistics, and Decision Sciences. Kull is also the principal inventor of "Coffee Trade: A Contract Negotiation Simulation" available at

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Please note that courses require a minimum number of registrants to run. Course dates and professors are subject to change. You will be notified in advance of any date or professor change. Full refunds will be issued if courses do not meet registration minimums.