Category: International Negotiation
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The art of non-verbal communication: The secret weapon of successful negotiators
The Power of gestures, expressions and emotions: How non-verbal communication shapes our interactions The art of communicating through self-image dates back to antiquity. In the Greco-Roman tradition, rhetoric is the art of convincing a popular assembly or the senate. The speaker learns to present himself in his best light to persuade the audience. It is…
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Cross-Cultural communication: Challenges and strategies for avoiding misunderstandings
The Art of communicating according to cultures Different cultures have different ways of communicating, and this can lead to misunderstandings in a multicultural context. For example, the pause observed between each speaking turn is three tenths of a second for the French and five tenths for the Americans. The French also tend to speak fast…
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The secrets to building a successful team?
How to harness the power of cognitive diversity in teams You may have heard of the DISC (Red, Blue, Green, Yellow) or Hermann (Left, Right, Brain, Lymbic) psychological models and tests which are theories about individual preferences (1) (2). These tests are based on a simple idea: that each of us has a different way…
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Inside the mind of the 4 types of negotiators
The Art of negotiation: Understanding the 4 types of negotiators Negotiation is a complex process that involves understanding not only the needs and goals of all parties involved but also the psychology behind their behavior. Understanding these different types of negotiators and their behaviors can help in achieving successful negotiations. In this context, there are…
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7 essential qualities for successful cross-cultural negotiation
Identifying the qualities required of an international negotiator Adapting to the cultural context when negotiating across cultures involves understanding and respecting the laws, customs, and traditions of the other party. This can include researching and familiarizing oneself with the other party’s legal system and cultural norms, as well as being mindful of differences in communication…
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Know the essential keys to negotiate across cultures
How to grasp the typology of negotiators Negotiating with people from different cultures can be challenging. You need to understand their values, beliefs, and communication styles and adapt your own accordingly. Acquiring the keys to understanding and adapting to the negotiation context will help you navigate the cultural complexity of global trade. Communication is not…
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How to navigate cultural differences and negotiate effectively with a Gentlemen’s agreement and a Letter of Intent.
The role of culture. How to use oral and written communication skills to seal a deal Oral and written communication have often been seen as opposing modes of expression, with the former being associated with lower status and the latter with higher prestige. However, this dichotomy overlooks the complexity and diversity of both forms of…
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How contracts vary across cultures
Understanding the role of the contract in cultures The contract is a legal instrument aimed at organizing economic and social life. Cultural diversity is becoming a frequent characteristic of companies. Culture is a system of values, attitudes, norms, beliefs and behaviors, which are shared by a group of us (society) A ‘good contract’ often involves…
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Mastering negotiation: The importance of Soft Skills
Negotiation is a critical skill in business and in life. It involves reaching an agreement between two or more parties with different interests and needs. To be successful in negotiations, one must possess not only technical knowledge and expertise but also a range of soft skills. These skills enable negotiators to communicate effectively, build trust,…
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PCI. Create a favorable climate and give a positive image
Soft skills of the negotiator Negotiation is not only about strategy and tactics, but also about the emotional state of the participants. A positive climate can foster motivation, collaboration, trust, and mutual respect, while a negative one can hinder communication, increase tension, and reduce satisfaction. There is a direct link between the climate of a…
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