Effective Meetings and Negotiations

Objective

The purpose of this workshop is to provide concrete, useful tools that will make participants’ meetings and negotiations more effective.

The workshop aims at providing participants with the necessary vocabulary, idiomatic expressions and techniques, making them feel at ease at cross-cultural meetings and rounds of negotiation.

Students deal with real situations, analyze terminology, read articles from business magazines and journals, get involved in debates and discussions and study cases of different companies around the world.

Contents

• Specific Vocabulary related to Meetings
• Dos and Don’ts; Make Meetings Work For You
• Formal and Informal Meetings, Objectives, Chairing Meetings
• Minutes
• Mixed-Nationality Meetings
• Cross-Cultural Analysis: Pitfalls of International Meetings
• What Makes a Good Negotiator?
• The Art of Negotiation
• Some Hints on Negotiating: Preparation, Techniques, Language
• Role-Plays
• Interchange: What to Negotiate and What Not To
• Six Thinking Hats

Class dynamics

This workshop is conducted through text analysis, case studies, role-plays and debates.

In class, participants analyze cases and situations and compare American, Argentine and other styles of negotiations. They also discuss different techniques to chair and/or actively participate in cross-cultural meetings.

Participants are provided with lists of frequently used words, phrases and sentences.

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