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11657 - Intercultural Negotiations

Referenten: Hon. Prof. (FH) Mag. Dr. Regina Oppitz-Pfannhauser
Veranstaltungsform: Fachseminar

zu den Details
Preis pro Teilnehmer € 1.020,00 exkl. Ust

Optionale Frühbucher-/Aktionsinfos: Ermäßigungen sind nicht addierbar. Irrtümer und Preisänderungen vorbehalten.

  • Negotiation strategies and when to use which one
  • The extra value of principled and integrative negotiations (HARVARD CONCEPT)
  • Strategic and detailed preparation as success factor
  • Analyse your partner(s) carefully
    •  their roles and main influencing factors (systemic negotiations)
    •  personal characteristics and mental programming
    • à this is the basis for arguing effectively
  • Dealing with emotions in negotiations and making use of them
  • Mental management for challenging settings and situations
  • Dealing with ¨difficult partners¨ and  emotions employed as “tactics”
  • Your negotiation ¨tool-kit¨:
    • the power of questions (e.g. for changing the focus, checking a correct understanding, moving forward, dealing with resistance and safeguarding your interest etc.)
    • tips for defining the best /most convincing arguments
    • tools for powerful and strong structuring of arguments
    • the power of positive wording!
    • masterfully dealing with objections and resistance
    • consequently keeping track of your goal – how to overcome ¨dead-end¨ situations
  • Negotiation tactics – how to use the integrative ones and deal with ¨hard¨ ones
  • Intercultural negotiation setting
    • Basic concepts of cultural differences
    • How to consider and deal with them in intercultural negotiation settings
  • Reflection of and feed-back on your personal strengths and potentials in negotiation
  • Active practicing in small groups and comprehensive role plays

Due to the increasing internationalisation of business relations, international cooperations and projects and virtual negotiations, good intercultural negation skills in English have become more important.

Train your English negotiation skills and receive helpful tips for international and intercultural negotiation settings.

This seminar will allow you to

  • improve your English ¨Communication Skills¨ as non-native speaker.
  • strengthen your skills for negotiating with external business partners globally.
  • facilitate cooperation with other business units in foreign countries.
  • create even more sustainable relationships with your international partners
  • train your intercultural skills resulting in a competitive advantage in international business.

This seminar is designed to train negotiations skills in the English language. It is not a language course.

  • Management & Experts
  • Relationship managers, sales persons & purchasing managers
  • Legal experts and experts from the planning and controlling department, the HR department etc.
  • Members of international project teams
  • Employees in public administration, being involved in international co-operations or projects
  • Lawyers, certified public accountants and auditors
  • People who are or will be involved in international negotiations, who want to train their skills in negotiating in the English language 
 Christine Walser

Christine Walser

Seminarorganisation christine.walser(at)

Tel: +43 1 713 80 24-26

Fax: +43 1 713 80 24-14

 Stefanie Wegscheider, BA

Stefanie Wegscheider, BA

Program Manager stefanie.wegscheider(at)

Tel: +43 1 713 80 24-34

ARS Seminarzentrum
ARS Seminarzentrum
Schallautzerstraße 2-4
1010 Wien

Tel: +43 1 713 80 24


27.06.2022 bis 28.06.2022 / 1.Tag: 09:00-17:00 Uhr / 2.Tag: 09:00-17:00 Uhr
Ermäßigungen & Teilnehmerstaffel
12 %
(per TN) ab 5 TeilnehmerInnen eines Unternehmens
10 %
(per TN) ab 3 TeilnehmerInnen eines Unternehmens
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