This seminar, delivered by Begoña Jamardo Suárez, aims to make participants acquainted with the strategic impact of cultural differences on international business. It will provide you with the communication skills applicable within the context of intercultural negotiations to improve rapport and persuasion.
By the end of the sessions participants should be able to:
- Be open and sensitive to new cultures.
- Be aware of their personal CQ profile and identify ways to compensate their weaknesses.
- Appraise the role of a model in the design of an intercultural efficient corporate strategy.
- Be more effective intercultural negotiators.
- Observe and interpret universal gestures and use non-verbal communication to improve empathy with people from other cultures.
This seminar will be delivered by Begoña Jamardo Suárez.
Summary of contents:
1. Globalization versus Cultural Diversity
- How does culture affect our perception of the world?
- Do we live in a global village?: Globalization and diversity
- Cultural sensitivity and brand positioning
- What culture is not: miscategorisations and stereotypes
- So… what is culture?
2. What is culture?
Cultural layers: Symbols, Heroes, Rituals, Norms and Values
- European Culture: What do Europeans think about each other?
- Cultural Adjustment and Cultural Shock
- Expatriate failure
In search of CQ
- Strategic thinking
3. Models of cultural analysis
Current models of cultural analysis
- The World's Value Survey
- The Globe Project
- The Pyramid
- Collectiviste versus individualist cultures
- Egalitarian versus hierarchical cultures
- Masculine versus feminine cultures
- High anxiety versus low anxiety cultures
- Long-term versus Short-term/ Monochronic versus Polychronic
- Indulgent versus Restrained
- The Culture Map-Cultural influence on leadership styles
4. Intercultural Negotiation Skills
- The profile of the good international negotiator
- Using a second language and interpreters
- Turn-taking styles: Anglosaxon, Mediterranean, Asian
- Negotiation profile of the main EU countries
5. Body language in Intercultural Negotiations
- The impact of body language in human communication
- Components and interpretation
Key body language in intercultural negotiations
- How much is universal and how much is culturally bound?
- Creating rapport: mirror neurones
- Use of body language : High context and low context cultures
- Use of personal space (proxemics)
- Tolerance to body contact (haptics)
- Basic cultural differences in facial expressions
- Cultural variations in handshaking styles
- Campus Vigo. 8th, 9th, 15th & 16th march
The seminar's price is 700 €.
- Alumni member: 40 %
Second enrolment: 15 %