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Negotiating in the International Arena


When negotiating in business we are normally trying to make mutual beneficial and durable agreements. This is already a difficult skill to master, but it is even harder when the process takes place across cultural and linguistic boundaries.

Negotiations take place within, as well as between organisations, and in all fields of company activity. People negotiate as much about resources and budgets as about supply contracts and delivery terms.

Negotiating successfully in an international environment requires a series of skills among which:

  • cross-cultural sensitivity;
  • good communication skills;
  • the ability to influence the outcome of the single exchange and to manage the relationship in the medium-long term;
  • the ability to know when and how to show both firmness and flexibility;
  • the ability to keep things open and to give a sense of movement to the process.

This workshop is designed to provide participants with practical tools for preparing for international negotiations, and for confident, effective performance. It aims to take participants beyond the traditional adversarial approach and to help them see effective negotiating as a means of creating, maintaining and managing productive and long lasting partnerships.


This workshop is designed for a group of maximum 6 people who conduct, or will conduct, negotiations in an international environment.

Training is held entirely in English and participants should thus have a “good working knowledge” of the language. We are happy to interview participants in case of doubt.

All participants will be asked to complete a pre-course questionnaire to help us customise workshop contents.


The approach is active and is designed to achieve maximum participation and involvement. During the seminar participants will have many opportunities to take part in realistic simulations of negotiating situations as well as brief role-plays and interactive exercises designed to illustrate and practise key points. We use video to provide feedback and analysis of performance.


The fee per person is Euro 996,00 + IVA. Companies that book more than 1 participant will receive a discount of Euro 50,00 from the second participant.

Format, Venue, Timing

This is a 2-day workshop, daily timetable 9:30 am to 6:00 pm., which will be held at Canning Italia in Via Losanna 16 in Milan. Editions planned for 2018 will run on following dates::

  • March 6 & 7, 2018
  • May 15 & 16, 2018
  • November 20 & 21, 2018

Enquiry Form

To enquire about this course, please complete and send us the following details:

Email: *
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