International Sales Negotiation Skills

Training to Expand Capabilities, Enhance Value and Build Customer Relations in a Global Market

This international sales negotiation training program develops skills and negotiation strategies to effectively negotiate with a variety of countries and cultures including European, Latino and Asian cultures.

Who Should Attend

Sales and marketing personnel at all levels and anyone engaged in negotiating activities dealing with people from other cultures.  The session can be tailored for working with clients and/or vendors.

Training Benefits

• By understanding the communication style and behavior of your customer, you can create a sales plan armed with relevant information.
• You will be able to understand how to flex your communication style to your customer to obtain the requirements you need to move to the next level of the sale.
• If you understand what drives the cultural behavior of your customer, you will eliminate misunderstandings during the negotiations. This course provides you clues to look for in your conversations with your customer. Example:  A French man calling on an Indonesian customer thought that because they kept asking him about his family and himself hehad  built a relationship with them and had closed the sale. From the Indonesians point of view, they did not want the Frenchman’s product but did not want to say no. So the conversation was more personal and not around business. In France, if your customer asks you about yourself and your family it means they want to do business with you and build a relationship with you. Not so in Indonesia. It is a signal that there is no interest if business has not been discussed.
• Determine the decision making style of the culture you are dealing with and who the real decision maker is. This eliminates wasting time with the wrong person, or believing you have a sale when the junior person signs a contract that a senior decision maker can cancel.

Overview of Training Topics and Learning Points

• General cultural information everyone in marketing and sales needs to know
• What is culture - you might be surprised by the answer
• How you internalize your values
• What creates your cultural lens and why we are all unique individuals
• What challenges do you need to resolve to be more effective working with someone from another culture? (This workshop gets very specific to answer participant's questions and provide direction to specific negotiation challenges) 
• Subjective culture – understanding yourself and your values and communication style
• Cultural literacy – understanding the other person's values, communication style and behavior
• Case studies – based on specific culture, or industry, or create your own case study based on your business
• Bridging culture – Learn how to create cultural communication bridges once you accept the differences
• Communication exercises (email, teleconferencing, face to face)

International Negotiation Training on over 25 Different Cultures

Our international sales and marketing training covers a wide range of cultures and countries including:

Let us know which cultures and countries you would like to include. Also, let us know about specific issues you would like us to cover in your training session.

Call us today toll free at 877-385-5515 or for complete information
about bringing a cultural diversity program to your workplace.

You may also email us at This email address is being protected from spambots. You need JavaScript enabled to view it..  

Alliance also offers cultural diversity training seminars and workshops covering the above cultures and focusing on a variety of other topics including: