Culture shapes how parties prepare, signal, concede, and build trust — often invisibly, and with significant consequences when misread. How a counterpart uses silence, hierarchy, indirectness, or time; what they consider appropriate or offensive; how they signal flexibility or finality — these are not peripheral details. They are the negotiation. This block develops the analytical tools and practical skills to navigate cultural difference with precision and confidence.
Topics include: cultural dimensions and their influence on negotiating behaviour; high-context and low-context communication; trust and relationship-building across cultural boundaries; non-verbal communication in intercultural settings; national negotiating styles; face-saving and conflict management; preparing for specific intercultural engagements.
Learning environment: The session takes place in a sufficiently large room with chairs arranged in a circle. Tables are not used: they create distance and inhibit the quality of interaction that makes the learning real. Video recording is not permitted, as it affects both confidentiality and the natural dynamics of group interaction. Photography is welcome before or after the workshop.
Timeframe: 4 hours with a 15-minute break.
Optimal group size: from 12 to 30 participants.
