Negotiating Inclusively

"Today's profits are yesterday's good will ripened." Eugene P. Berten obviously understood the benefits of investing in relationships when he spoke these words. Having the ability to effectively negotiate among diverse groups of people is a major feat. Imagine trying to communicate with someone who is very different from you. Perhaps he is from another country, or another generation. How would you approach an individual in either of these situations? What if your ability to interpret a certain gesture or statement is inaccurate? Can you suppose how this situation might go sour during the negotiating process? Inclusive Negotiating is about becoming familiar with both the similarities and the differences among different types of people. In this course, you will explore the cultural characteristics of negotiators from around the globe. You will also discover ways to develop sensitivity to important distinctions among groups that are diverse in other ways. In this way, you can benefit by knowing how to clearly communicate your needs and wants. Likewise, your understanding of your opponent's needs and wants can be known as well, leading to a quicker and more successful outcome.

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Managers, supervisors, team leaders, and other experienced business professionals

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Course Overview|Lesson Overview| - recognize the importance of understanding American negotiating styles.|Deal-making in the United States| - identify the typical American negotiating approaches.|American Character| - identify some of the common traits of American negotiators.|The American Handshake| - choose the tips for promoting a positive image of the American negotiator.|Lesson Overview| - recognize the importance of developing skills to negotiate across cultures.|Is It LEGIT?| - match the factors to investigate before engaging in cross-cultural negotiations to the examples given.|Relationships| - match the cultural groups to their relationship characteristics.|Behavior Styles| - match the cultural groups with their typical negotiating behaviors.|Lesson Overview| - recognize the benefits of knowing how to negotiate with diverse parties.|Types of Negotiators| - match the examples of what different types of negotiators may say with the ways to influence those negotiators.|Intergenerational Tips| - match the examples of intergenerational groups with the tips for negotiating with those groups.|Men and Women| - differentiate between the negotiating style preferences of men and women.|Lesson Overview| - recognize the benefits of establishing a good relationship with negotiation counterparts.|Common Ground| - select the ways to establish common ground.|Build a BRIDGE| - match the strategies to build a bridge of good will to the examples given.|

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