Groupe ECL · Gestion et management

Cross-Cultural Business Negotiation — Winning Deals with International Partners

Cross-Cultural Business Negotiation · séance 1 · ≈ 43 min d’écoute

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Ce que tu sauras faire

• Map any counterpart's cultural profile
• Design a BATNA for a cross-cultural deal
• Run anchoring and concession tactics by context
• Close agreements that hold across cultures

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Au programme

1. Reading the Room Before You Enter It
   • Why Culture Kills Deals
   • The Four Dimensions That Matter Most
   • Building Your Cultural Intelligence Profile
2. At the Table — Tactics, Communication, and Power
   • Anchoring, Framing, and First Offers Across Cultures
   • Reading Silence, Saving Face, and Managing Emotion
   • Decision-Making Styles and Authority Structures
3. Closing, Conceding, and Building for the Long Game
   • BATNA Across Cultures — Knowing Your Walk-Away
   • Concession Strategies and Deal Architecture
   • From Signed Contract to Trusted Partner

Notions clés du cours

Culture (in a negotiation context)

A shared set of assumptions, values, and behavioral norms that a group develops over time to solve common problems of external adaptation and internal coordination — shaping how its members communicate, decide, and expre…

Cultural Dimension

A quantifiable axis along which national cultures can be systematically compared, predicting behavioral tendencies in areas such as hierarchy tolerance, uncertainty avoidance, individualism, and long-term orientation.

Anchoring

The cognitive tendency to rely disproportionately on the first piece of numerical information encountered when making subsequent estimates or judgments — weaponized in negotiation as the deliberate first offer that sets…

BATNA — Best Alternative to a Negotiated Agreement

The most attractive option available to a negotiating party if the current negotiation fails to produce an agreement — determining the minimum acceptable deal terms and the decision to walk away.

Questions fréquentes

Combien de temps dure « Cross-Cultural Business Negotiation — Winning Deals with International Partners » ?

Environ 43 min d’écoute, réparties sur 53 écrans avec voix-off et 4 quiz d’auto-évaluation.

Que saurai-je faire à la fin ?

Map any counterpart's cultural profile. Design a BATNA for a cross-cultural deal. Run anchoring and concession tactics by context.

Faut-il un compte ou payer ?

Non : ce cours est accessible sans inscription, et il peut être téléchargé pour l’écouter hors-ligne.

Puis-je lire au lieu d’écouter ?

Oui : choisis « Lire » (texte seul), « Suivre » (voix et texte qui défile), « Écouter » (audio seul) ou « Slides ».

Sources citées dans le cours

• Schein E., Organizational Culture and Leadership, Jossey-Bass, 2004
• Hall E.T., Beyond Culture, Anchor Books, 1976
• Meyer E., The Culture Map, PublicAffairs, 2014
• Hofstede G., Culture's Consequences, Sage Publications, 2001
• Earley P.C., Ang S., Cultural Intelligence, Stanford Business Books, 2003
• Fisher R., Ury W., Getting to Yes, Penguin, 1981
• Tversky A., Kahneman D., Judgment under Uncertainty: Heuristics and Biases, Science, 1974
• Ury W., Getting Past No, Bantam Books, 1991

Cours conçu par le Groupe École de Commerce de Lyon. Contenu pédagogique de formation, sans valeur de diplôme.