Negotiating Inclusively

Target Audience
Expected Duration
Lesson Objectives
Course Number

"Today's profits are yesterday's good will ripened." Eugene P. Berten obviously understood the benefits of investing in relationships when he spoke these words. Having the ability to effectively negotiate among diverse groups of people is a major feat. Imagine trying to communicate with someone who is very different from you. Perhaps he is from another country, or another generation. How would you approach an individual in either of these situations? What if your ability to interpret a certain gesture or statement is inaccurate? Can you suppose how this situation might go sour during the negotiating process? Inclusive Negotiating is about becoming familiar with both the similarities and the differences among different types of people. In this course, you will explore the cultural characteristics of negotiators from around the globe. You will also discover ways to develop sensitivity to important distinctions among groups that are diverse in other ways. In this way, you can benefit by knowing how to clearly communicate your needs and wants. Likewise, your understanding of your opponent's needs and wants can be known as well, leading to a quicker and more successful outcome.

Target Audience
Managers, supervisors, team leaders, and other experienced business professionals

Expected Duration (hours)

Lesson Objectives

Negotiating Inclusively

  • recognize the importance of understanding American negotiating styles.
  • identify the typical American negotiating approaches.
  • identify some of the common traits of American negotiators.
  • choose the tips for promoting a positive image of the American negotiator.
  • recognize the importance of developing skills to negotiate across cultures.
  • match the factors to investigate before engaging in cross-cultural negotiations to the examples given.
  • match the cultural groups to their relationship characteristics.
  • match the cultural groups with their typical negotiating behaviors.
  • recognize the benefits of knowing how to negotiate with diverse parties.
  • match the examples of what different types of negotiators may say with the ways to influence those negotiators.
  • match the examples of intergenerational groups with the tips for negotiating with those groups.
  • differentiate between the negotiating style preferences of men and women.
  • recognize the benefits of establishing a good relationship with negotiation counterparts.
  • select the ways to establish common ground.
  • match the strategies to build a bridge of good will to the examples given.
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