International Business Negotiations

The University of Auckland Business School
Christchurch, New Zealand

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' This course builds towards understanding and mastering the inter-related skills that contribute to the art of successful business negotiating. It explores the larger frameworks that influence international commercial negotiations. The course covers studies in wider distribution choices and looks at the crucial part distribution plays in building a brand. It analyses contract issues, trading concessions and cultural differentiation. The course also covers the preparation and strategies of negotiations and includes negotiation simulations and their evaluation.

This exceptional course has enjoyed top ratings from international managers both in New Zealand and in Europe. The teaching method is rather innovative:

- All cases come from extensive international experience. Starting with the framework and fundamental concepts, the course then becomes more detailed in contract and negotiation issues before leading to real-time simulations, again on real business cases from our portfolio.

- Advanced simulations are not limited to person-2-person, but also involve follow-up negotiations by videoconference, to prepare you for a skill set that is reflective of today’s global business environment.

- Handouts in digital format are available after the seminar blocks to focus maximally on dialectic, challenging live analysis of real cases and issues, not text book material.

- We bring high def video cameras for instant video analysis of the simulations, a feature much appreciated by students and bringing the level of learning by analysis and observation to a new level altogether.

Who should attend?
This course is for business development managers/directors and sales managers who are, or will be, in a position of having to negotiate contracts and/or partnerships, typically of tactic/strategic importance, possibly in international, multi-cultural environments.

Learning outcomes
By the end of this course, you will have an understanding of:
- various contributing and interacting dimensions of international business negotiations
- maximising proportional mutual gain over ‘win-win� - how to develop and integrate multi-cultural sensitivity in international negotiating strategies
- commercialisation strategies, from distribution, VAR to JV, M&A and various hybrid options in between
- core concepts in commercial law
- intellectual property and its influence on business negotiations
- advanced fluency in contract strategies and terms
- advanced teamwork concepts in both preparation and execution of negotiation scenarios
- real-world cases from New Zealand and around the world (through real-time video analysis of simulations)
- person-2-person negotiation by advanced video conference with transcripts

Content
- Distribution channel as a strategic CHOICE, not coincidence
- Quality of distribution as an outcome of contract terms negotiated
- Monitoring and development of distribution channels
- Mediation and litigation
- ’Contract life cycle’ and discussions of common options
- ’Contract performance dashboard’
- Memorandum of Understanding (MOU) as a building block
- Legal team optimal synergy
- The negotiation process and top tools of the negotiator
- Building credibility: the essential base
- Concession strategy
- De-polarisation tactics
- Cultural differentiation and its effect on the negotiation process
...''

Elements of this syllabus are subject to change.

Phone:+64 3 364 2470

School Address/Venue(s):

Continuing & Bridging Education
University of Canterbury
Private Bag 4800
Christchurch 8140
New Zealand

Jobs & Resumes: Christchurch
Houses & Roommates: Christchurch
Travel Agencies: Christchurch

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