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Management & Leadership Training

Management & Leadership

Cross Cultural Management

Duration
2 day

To help delegates understand different cultures and be more effective in conducting business anywhere in the world.

Course Objectives

  • To communicate effectively with people from other cultures and countries in business
  • To understand the different social styles in other cultures
  • To be able to read body language and appreciate cultural differences
  • To be aware of cultural taboos across the world
  • To use appropriate and understandable language when communicating across cultures
  • To negotiate effectively with other cultures

Course Agenda

Day One

Session 1

Introduction to Conducting Business in Different Cultures

  • Delegate introductions including which cultures they have contact with
  • Group exercise: what intercultural differences are you already aware of?
  • The global business world – are cultural differences a real issue?
  • Seeing past cultural stereotypes – inside and outside Europe
  • What gives cultural differences such a high profile?

Session 2

Knowing Yourself...

  • • Understanding different personality types
  • • Social styles: amiable; analytical; driver; expressive
  • • What is your preferred social style?
  • • How do others see you?
  • • What traits and behaviours are common to the different social styles?

Exercise: Delegates analyse each others social style and give them feedback.

Session 3

...Knowing Your Client or Colleague

  • How do we recognise the social style of the person with whom we are communicating?
  • How do we influence and persuade them?
  • What do they base their decision making on?
  • What behaviours do we have to alter in order to get them on our side?

Case Study: Recognising different social styles.

Session 4

Face to Face Meeting with People from Other Cultures

  • The importance of reading body language when meeting
  • Some cultures stand closer and are more tactile!
  • Gestures which are acceptable in one culture are rude in another!
  • Early, on time or late?
  • Creating a positive first impression
  • Body language, the way we speak and the language we use
  • Stories of disastrous meetings

Exercise: Delegates write down the behaviours, signs and signals that create a positive or
negative first impression.

Day Two

Session 1

Cross Cultural Communication - on the Telephone

  • The pace, clarity and manners we adopt on the phone
  • How people greet others on the telephone in different cultures
  • The tone of voice and accent
  • The potential for misunderstanding
  • Conference calls: do’s and don’ts
  • Managing across cultures and time zones

Session 2

Cross Cultural Communication – the Written Word

  • The type of language we use
  • Phrases and sayings that can be misinterpreted
  • Use of slang, jargon and idioms
  • Words with totally different meanings in different countries

Case Study: Delegates read a communication and rewrite it in clear language which will not
be misunderstood.

Session 3

The Rules of Negotiation – and how Different Cultures Interpret Them

  • Different approaches negotiating
  • The seven rules of effective negotiating
  • How each rule will be interpreted in different cultures
  • For example, all negotiators should “Aim high” – but how high?!
  • How much will your opposite party expect you to move
  • The importance of “loss of face” in many cultures

Session 4

The Negotiating Process – But again it Varies from Culture to Culture

  • The basic process: prepare, discuss, bargain, close
  • How culture can affect the process when negotiating deals
  • Cultural stumbling blocks – and how the typical process needs to be adapted
  • Taking advantage of cultural differences to maximise your position
  • Ensuring that your international negotiations are of maximum profitability!


Action Plans

Course Evaluation


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