Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate. Taking participants from the simple to the complex, this compact and practical course will look at the cultural dimension of negotiation. The course builds upon UNITAR's research on the cultural dimension of negotiations when looking at communication, dealings and discussions among UN member states. This course is a foundation course developed to help professionals in full time work understand the elusive dimension of culture in relation to international negotiations. The skills and techniques which are exposed in this course are designed to help officials from all sectors, including public, private, civil society and the academia. This course forms part of a series of Negotiation Training courses that UNITAR is developing for a worldwide audience of officials and professionals.
At the end of the course, the participants should be able to:
- Identify and state the influence of cultural dimension in international negotiations
- Utilize time-tested cultural concepts and theories in relation to negotiation
- Develop a negotiation plan applicable to a particular culture
- Appraise his/her readiness to negotiate with culturally diverse counterparts