Strategic Global Negotiations

Strategic Global Negotiations  

Spring 2016
Thunderbird Campus

Today’s business environment has increasingly diverse customer, supplier and employee networks. The need to effectively communicate and influence to a broad constituency is increasingly critical. Therefore, the value of relational agreement and engagement on communication and negotiation becomes a leadership competency for success, professionally and personally.

Strategic Global Negotiations provides the what is, and the how to, of communicating and influencing to create transformational win/win negotiations in diverse settings.

Strategic Global NegotiationsProgram Highlights


This exclusive program teaches …

  • Develop personal negotiation insight and strategy for positive negotiation outcome.
  • Prepare for the challenges of managing people with divergent negotiation interests.
  • Negotiate effectively with difficult people and for “nonperformance” issues; internal or external.
  • Evaluate a rights-based vs. interests-based negotiation approach to dispute resolution.
  • Use an organizational knowledge management system in order to integrate personal negotiation strategies in alignment with organizational strategy. 

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A Course with Real, Applicable Solutions

This program is aimed at enabling participants to become more effective negotiators.  Effectiveness at the negotiation table requires many things, including the ability to:

  • Work with people whose backgrounds, expectations, and values differ from your own
  • Create value and execute deals that others might overlook, even in dispute situations
  • Acquire your fair share of what is negotiated
  • Avoid common mistakes made by negotiators in disputes
  • Understand your own ethics, and the ethics of others
  • Reflect and learn from your experience
  • Create an organizational knowledge management system and integrate a strategy for your organization

High-potential Participants

Join executives from diverse industries and cultures spanning the globe – peer participants in upper and mid-level management ready to share their varied corporate experiences in a collaborative environment free from competition.

What Past Participants Are Saying

“Thunderbird’s instruction allowed me to view different cultures through a lens filtered by the understanding of other cultural work preferences. I’ve become more sensitive to other cultures and can switch cultural styles when necessary in order to accomplish my objectives.”

– Helen Castror
Senior Recruiter, Axon Solutions Inc. (SAP implementation)


“Strategic Global Negotiations was a fabulous class and I thoroughly enjoyed every minute. Karen and Denis were both excellent presenters and educators.  At Make-A-Wish International we have numerous (daily) opportunities to engage and ‘negotiate’ with many different cultures represented by our 38 affiliates around the world.”

– Sylvia Hopkins
Vice President, Marketing, Make-A-Wish® International


“I found the Thunderbird Strategic Global Negotiations program to be particularly insightful in preparing for negotiations that involve cross-cultural issues and enhancing the understanding of the key dimensions surrounding the negotiation.  The engaging styles of Karen Walch and Denis Leclerc, along with the opportunity to hear the perspective of other executives from different industries, created a rich and stimulating dialogue.”
– Roberto Valla
Vice President of International Business Development – Boeing Defense, Space & Security

Is Your Company Listed?

Ready to join the important list of companies who have participated in Thunderbird’s Strategic Global Negotiations program? Below is a sampling:

  1. American Express
  2. Arizona Public Service
  3. Avnet
  4. Charles Schwab & Co., Inc.
  5. China Europe International Business School
  6. Corn Products International
  7. GEA Power Cooling Inc.
  8. Graduate Management Admission Council
  9. Honeywell
  10. JBS United
  11. Kohler Co.
  12. L-3 Communications
  13. Offshore International Inc.
  14. USG Corporation
  15. DuPont Pioneer
  1. Pentair Inc.
  2. Prudential
  3. SalesPartners World Wide
  4. Schiff Nutrition International
  5. Siemens
  6. Smith International Inc.
  7. The Boeing Co.
  8. Ultrabulk
  9. US & Foreign Commercial Service
  10. Vita-Mix
  11. Washington Post Newsweek Interactive
  12. Whirlpool Corp.
  13. First Solar
  14. Aimia
  15. Car-Freshner Corporation


Thunderbird’s diverse faculty members bring you renowned global business instruction as well as intimate cultural insight you simply won’t find elsewhere. Their consulting experience with companies around the world, coupled with their own diverse heritages, means that your global business instruction is merged with cross-cultural insight. The end result: you’ll interact with the world’s most accomplished global thought leaders and leave Thunderbird prepared to lead and drive your own global business success anywhere in the world.

The Strategic Global Negotiations program is led by Professors Karen Walch and Denis Leclerc.

Pricing Details

USD $7,500

Program fee includes tuition, instructional and assessment materials, and meals for the program. Price does not include accommodations, which can be secured online at the Thunderbird Executive Inn, a full-service facility conveniently located on campus and offering a host of amenities and business services for executives.

Continuing Education Units (CEUs)

2.0 CEUs

CEUs provide a permanent record of the professional development training and non-credit enhancement activities of working executives who wish to stay current in global business. One CEU is equivalent to 10 contact hours of time spent at a qualified instruction site. Participants who complete this program earn 2 CEUs.

Request More Information

Please contact us if you have additional questions or would like to learn more.

Thunderbird Executive Education
1 (800) 457-6959 US | +1 (602) 978-7627

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