An Introduction to
CROSS CULTURAL NEGOTIATION
A 2-day interactive workshop based in Bangkok, Thailand.
"Very valuable and practical 'hands on' training"
Click Here to down load the brochure with application form.
Successful Inventory Management - Bangkok
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When: Thursday 12 – Friday 13, June 2008
Where:
Grand Mercure Hotel , Bangkok, Thailand
Introduction:
Are foreigners difficult to understand?? Are foreigners all the same? No they are not. Does yes mean yes or does it mean no? Problems are a problem when we don’t’ understand each other. Come and find out why.
This course will help increase your understanding of how foreigners think and do business – how to avoid misunderstandings. You can develop a positive relationship when negotiating with your foreign/ international clients and suppliers to achieve a successful outcome.
Learning objectives
• To learn about the method of principled negotiation
• How to develop your own toolkit which you can apply and use effectively
• To understand cross culture negotiation
• To develop your practical negotiation skills
Who should attend
- Management from all commercial and industrial sectors who want to sharpen their business negotiation skills for improved business results. These include:
- Sales Managers / Executives
- Purchasing or Procurement Directors / Managers
- Business Development Managers
- Contract Managers
- Project Managers
- Outsourcing Manager, etc.
- Company / Industry Representatives
(Note: All tuition will be conducted in English and Thai.)
Cross Cultural Negotiation Skills - Workshop Outline
Day 1 : Principle of Negotiation
Session 1 : Introduction
• You can be a better negotiator.
• What is cross culture negotiation and why it is important?
Session 2: The Principle of Negotiation
• Positional Bargaining comparing with Principled Negotiation
• Conflict management
• The Heart of Negotiation
Session 3: The Negotiation Process
• Planning / Preparation stage
• Dealing stage
• Checking / stage
• Appraisal stage
• The role of negotiation team
Session 4: Basic Structure of Negotiation
• Time
• Restriction
• Information
• Power
Session 5: Tactics and Style
• Don’t be a victim of their dirty tricks.
• Getting to know your own style
Session 6 : Case Study and Role Play
Day 2 : Cross Culture Negotiation
Session 7 : How culture affects a negotiation
• Area foreigners difficult to understand
• Area foreigners all the same
• Does culture matter?
• Why understanding different cultures is important?
Session 8 : Cross cultural competence
• How to understand your foreign / international clients
• Working with your international colleagues
Session 9 : The relationship journey
• From conflict to co-creation
Session 10 : The practice of negotiations
• The structure of negotiations
• The objective of a negotiation
• The structure of national and international cross culture negotiation
Session 11 : Cultural conclusions to remember
• Who am I negotiating with?
• Do we understand each other?
• Does Yes mean Yes or does it mean No?
Note
It may be necessary for reasons beyond control, to change the content and timing of the event, speaker or venue. Every effort will be made to inform the participants of the changes. The teaching methodology comprises participative lectures and is interactive in nature which will involve participation from attendees. So, notwithstanding the proposed outline above, the programme may not necessarily be conducted in exactly the same sequence or duration for each topic.
To Book
For further administrative enquiries and bookings for this training course in Bangkok Thailand, please contact Khun Naree or Khun Prapas at:
Tel : +66 2 277 3071
Fax : +66 2 277 2869
Email : prapas@logisticsbureau.com
Training Course Fees:
Normal: Bht 26,750 per delegate (Bht 26,000 net of Withholding Tax and inclusive of VAT)
Early Bird by May 30: Bht 24,075 per delegate (Bht 23,400 net of Withholding Tax and inclusive of VAT)
Send two or more delegates to qualify for a 10% discount.
* Withholding Tax deduction is applied for a Thai-registered company only.
Our Tax ID No : 3 030 274 397
This covers:
2 days tuition
Full set of documentation,
Certificate of Attendance,
Mid-morning refreshments,
International Buffet Lunch,
Afternoon refreshments
About Your Trainers
PRAPAS CHINSKUL
Qualifications
• Master of Management
Sasin Graduate Institute of Business Administration of Chulalongkorn University
• Master Engineering Sciences (Industrial Eng.) University of New South Wales, Australia
• Chulalongkorn University: Industrial Engineering
Industry Experience
• FMCG and Food Manufacturing and Logistics
• Purchasing and Export Sales
• Contract Manufacturing and Outsourcing
• The above includes 15 years experience at senior management levels of international companies
Consultancy Experience
• Materials Management of FMCG
• Inventory Management
• National Transportation Network
Specialist areas of expertise
• Strategic Planning
• Business Negotiation
• Purchasing Management
HUGH ALLEN MIEx
Qualifications
• Post – Graduate Diploma International Business Development ARU Cambridge
• Member of the Institute of Export (U.K.)
• Affiliate member Chartered Institute of Purchasing and Supply (U.K.)
Industry Experience
• International Sales Director Based in Singapore and Indonesia (manufacturing industry)
• CEO Institute of Export (U.K.)
• International Trainer – Business Development
Consultancy Experience
• International / Export Business Development for U.K. Government
• U.K. Training Course Development for the Royal Thai Government Civil Service
• APEC Business English Skills Development Programme
• Specialist areas of expertise
• International Business and Trade
• Purchasing and Supply Chain Management
• International Business Development
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