RS Ziel 6.1

High Impact Negotiation across Cultures

Differences in culture between business executives can create barriers that impede or completely stymie the negotiating process

 

 

Globalisation has shrunk the world and technology enables us to communicate quickly,

this does not mean fewer differences exists,

just more opportunities to make mistakes and learn.

 

International-business-deals not only cross borders, they also cross cultures. Culture profoundly influences how people think, communicate, and behave. It also affects the kinds of transactions they make and the way they negotiate them.

Suitable for …

Manufacturing companies expanding in new  markets/ geographies

Manufacturing companies expanding in new geographies as existing customers go in new geographies

Engineering services companies expanding in new markets / geographies

Software companies expanding in new markets / geographies

 

Solutions Approach

Based on the global trends and the competence requirements, Rightsourcing has developed a modular building block for knowledge transfer for organizations.

The modules of the building block for knowledge transfer and behavior transformation follow the clear objective of the corporate management. Each module is based on a scientifically verified foundation, on which industry-specific adaptations of the content are made, combined with the practical experience of our experts. We use numerous digital and interactive tools to monitor learning success and to continuously keep participants active. In the final stage, customer-specific requirements with regard to the market and range of services are taken into account. Each module has a representation of the addressed challenge, solution approach, green field exercises and customized exercises followed by coaching sessions in a personal work environment.

Thus, each of our solution is customised to solve your specific industry challenge.

 

Solution

While global markets provide firms tremendous opportunities for growth and expansion, they at the same time present unique challenges. Foremost among these are the challenges associated with cross-cultural customer relationships and cross-cultural Negotiations. Culture profoundly influences the kinds of transactions they make and the way they negotiate them.

When a professional /sales person adapts his or her behavior based on the customer’s cultural background, this is referred to as cultural adaptation. It is but one type of adaptive selling behavior (ASB). While Adaptive Selling Behavior focuses on a specific ability, it is not specific to a particular context such as culturally diverse situations. 

A professional /sales person otherwise capable of effectively adapting within his or her home culture may not be able to do the same in another. While a host of factors ultimately influence salesperson performance, cultural adaptation is a particularly important one for those selling/ negotiating in intercultural settings given the dramatic differences that often exist across culture. 

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