Doing Business

Sustainability as measure

Business across cultures

Doing business across cultures and borders starts with effectively negotiation the deal, thus equipping individuals with cultural competent management skills and international negotiation abilities.

Cultureresourcecentre’s 'Doing Business Across Cultures' programs are designed to meet the needs of organisations seeking to optimise their ability to operate in an international environment. The programs assist people, teams & organisations in developing the skills and competencies to to build and manage their relationships, and conduct successful negotiations across cultures and borders.

Outcomes

  • Break down cultural barriers by finding & emphasising areas of similarity
  • Ability to interact, work, manage and lead effectively both within the organisation as with partners and clients.
  • Influence outcomes, drive commitment and results from remote team and/or colleagues.
  • Develop action plans for improving sales team communication; workplace practices and sales team & partner management.
  • Analyse the effectiveness of current communication technologies (emails, phone, teleconference, and videoconference), and identify any issues in current communication methods.
  • Explore the current communication issues that are being directly faced sales and partner managers
  • Developing work practices for business development, negotiations, closing the deal and managing partners
  • Clarify the responsibilities and accountabilities of sales team members in different locations, and their contribution to making the (virtual) sales team successful.

Key topics covered by our action based solutions:

Intercultural fundamentals:

  • Positioning culture
  • Mapping cultural values, orientations & communication preferences
  • Bridging cultural gaps with effective communication
  • Implementing cultural strategies & best practices

Effective negotiations:

  • Obtaining of information
  • Persuading the other side
  • Effective leadership styles

Building of relationships:

  • Understanding the different stages of the sales process
  • Establishing credibility
  • Decision making and accountability
  • Presenting ideas
  • Managing (virtual) meetings

Closing the deal:

  • Structuring the final agreement
  • What to concede on
  • Following through of the deal

Country Specific Doing Business:

  • Ongoing development through self-paced learning - web reference tool for over 60 countries