Cultural Intelligence & Business Negotiation (Classroom and Asynchronous e-learning)
About This Course
The global economy presents many opportunities and challenges for businesses and their leaders. Senior executives need to develop a repertoire of strategic leadership capabilities to remain effective and manage stakeholders. One of the most important capabilities needed is cultural intelligence (CQ) – the ability to function effectively across a variety of cultural contexts. This course will equip participants with a working understanding of Cultural intelligence (CQ) and with a three-steps process (self-awareness, cultural mapping and style switching) that will enable them to work more effective across cultural boundaries globally and in Asia.
Not many objectives in life can be achieved unilaterally. In order to get things done, we often need to obtain the agreement and cooperation of other people or organisations. Negotiation is essential not only in a professional or business context, but also in social and personal settings. Strong negotiation skills are therefore an important prerequisite for professional and personal success. You are a good negotiator if you can get what you want from your negotiating counterparts; you are an excellent negotiator if those negotiating counterparts are happy to deal with you again. Good negotiation skills can be innate; excellent negotiation skills require careful thought and attention to the process.
This module is designed to allow you to have a deeper understanding of your own negotiation strengths and weaknesses, to equip you with the tools and framework for analysing and preparing for negotiations, and to help you hone the negotiation skills so crucial for success in leadership roles and in dealings with internal as well as external parties. This module adopts a variety of instructional methods, from lectures, videos and discussions to experiential learning through role-playing and simulation exercises. The negotiation exercises are drawn from a variety of contexts, and include bilateral and multilateral negotiations
What You'll Learn
Self-awareness
Cultural mapping
Style switching
Personality (NEO) test
Participants are requested to complete the NEO personality test (short version) before the start of the module and bring along a copy of their report
Hofstede CultureCompass
Participants are requested to complete the CultureCompass test before the start of the module.
Exploring Negotiation Attitudes
Interest-based Negotiation Framework
Conflict in Negotiation
Impact of Culture in Negotiation
Psychology in Negotiation
Negotiation Hard Tactics
Multi-party Negotiation
Learning Outcome
1) To understand what culture is and the different spheres of culture (national, regional, industry, company, etc.)
2) To discern the different dimensions of national culture and the underlying assumptions of one’s own cultural perspective
3) To understand the cultural intelligence framework and its implications for executives working in global industries
4) To enhance their awareness of their strengths and weaknesses in managing cross-cultural situations
5) To enhance their repertoire of strategic leadership capabilities
6) To develop a plan for enhancing cultural intelligence personally and throughout their organization
7) Understand basic principles of negotiation
8) Utilise a framework for negotiation
9) Prepare for, and conduct, negotiations in a structured manner
10) Establish and maintain relationships in a negotiation
11) Adapt negotiation strategies and tactics in different contexts and settings
Entry Requirements
Working professionals in related industry