Negotiating Across Cultures

Extensive research, especially in the field of anthropology, has facilitated a better understanding of how cultural differences influence people’s behavior at the bargaining table. This course teaches how to negotiate successfully around the globe, based primarily on Geert Hofstede’s 6D Model of cultural dimensions.

A relevant part of the course is devoted to building the participants’ own cultural profiles and familiarizing them with the fundamental societal values that shape how people think and act. This understanding will empower them to interact more effectively with people from other cultural groups, well beyond anecdotes and stereotypes.