Recognising weaknesses - developing counterstrategies - negotiating better
In addition to communication behaviour, international negotiations differ in terms of, among other things, the strategies used, the time and planning horizons, and the way in which decisions are made and by whom. Properly aligned with the strategy of the other side, global differences in negotiating styles can be used to your advantage.
1. Strategic Preparation
2. International Stage - Agile Negotiations
3. International Decision Patterns
4. Hierarchy in Negotiations
5. The Role of Communication and Trust in Negotiations
6. Best Practice & Practice Transfer
International Buyers, International Sales Managers, CEO, International Managers, Branch Officers, Business Development Managers, Sales Directors, etc.
Raphael Schoen has been active in international technology and research worldwide for 15 years. He has worked in direct customer contact, but also through the management of sales representations and branches with people from more than 30 different countries, including, a. USA, Japan, China, France, UK, Russia and India.He works as a Global Business Development Manager in an international company and is a lecturer at HHL Leipzig. Raphael Schoen studied economics as well as an MBA at the Handelshochschule Leipzig and Boston University with an emphasis on international management.