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Develop your understanding of cross-cultural negotiation tactics and discover your power position and power approach.

Executive Certificate in Global Negotiations

Negotiation is an art. All negotiations are delicate operations - and crafting agreements is a challenge no matter who the players are. Stakes are higher and negotiations trickier, however, when the parties involved come from different cultures and customs, resulting in many a negotiation session hijacked by misunderstandings or unexpected culture clashes. Thunderbird's Executive Certificate in Global Negotiations online prepares you to develop a winning global negotiation strategy by teaching you powerful tools to help maximize leverage, minimize misunderstandings and effectively execute your negotiation plan.

You will learn:

Time-tested negotiation approaches for global management
Winning strategies appropriate for wide range of negotiation situations
Proven techniques for recognizing and leveraging trust in a multicultural context
Strategies for identifying cultural preferences and gaps in a multicultural negotiation
Key methods of preparing and planning for negotiation success
Strategies for working through an impasse or breakdown
Techniques for identifying and using "hardball" negotiation strategies

Program Dates

Online courses begin the first Monday of every other month starting February 1, 2010.

Feb. 1, 2010
April 5, 2010
June 7, 2010

Program Content

The Executive Certificate in Global Negotiations program is comprised of three* eight-week facilitated online courses taught by Thunderbird's renowned global faculty. Taken together, these courses provide you with a comprehensive education in core global negotiation concepts and cross-cultural relations. While each component course below may be taken separately for an individual "certificate of completion," they must be taken as a three-course track to earn the Executive Certificate in Global Negotiations.

Cross-Cultural Communication (1.5 CEUs)
Learn to identify cultural communication nuances and the time-tested strategies for achieving an even cross-cultural playing field. Gain valuable insight into overcoming cultural communication obstacles through case vignettes, video roleplaying and instructional checkpoints.
Course objectives:
- Examine the definition of culture, cultural expectations and how these impact business relationships
- Review a "framework" for analyzing differences and similarities across multiple cultures, based on 10 cultural dimensions
- Explore the impact of cultural differences on managerial communications and meeting etiquette
Essentials of Global Negotiations (1.5 CEUs)
Examine the theory and practice of negotiation among individuals, organizations and groups in the context of globalization and multicultural social interactions. Discover techniques for reacting to and addressing cultural differences in communication/negotiation style while learning to adjust your own style to be most effective in the negotiation setting.
Course objectives:
- Gain an understanding of the nature of global negotiations
- Define a basic framework for preparing to negotiate in a global/cross-cultural situation
- Learn why strictly following key strategy steps for problem solving is critical in a cross-cultural context
- Recognize the role of psychological, cognitive and social dimensions of negotiation
Managing Conflict with a Global Mindset (1.5 CEUs)
Examine the behaviors and conflict management negotiation styles of individuals, organizations and groups in the context of competitive, impasse, breakdown and difficult situations. Learn to manage communication and conflict by understanding the cultural wants, needs and expectations of others - and adjusting your style and techniques to most effectively confront and overcome conflict.
Course objectives:
- Explain how the attributes of a "global mindset" affect global negotiation and conflict management
- Learn the tools necessary for evaluating and managing conflict and divergent needs in negotiation
- Become more sensitive to key psychological factors, emotional issues and behaviors that can be destructive to problem-solving negotiation
- Enhance your awareness of the costs, privacy, flexibility and efficiency of alternative dispute-resolution and problem-solving mechanisms and techniques
- Increase your knowledge of "breakthrough" strategies

Program Fees

Single-program: $1,980
Three-course executive track: $4,455 (a 25% discount)

Program Requirements

To receive the Executive Certificate of Global Negotiations, participants must register for and complete each of the three component courses online. To earn the Executive Certificate or individual "certificates of completion," participants are required to

Actively participate in online courses (posting a minimum number of comments/answers during interactive discussion forums)
Complete an "end-of-course assessment" with at least 70% accuracy
Complete an "end-of-course survey"

Program Participants

This online program is open to anyone interested in developing the global mindset and practical skills necessary to succeed in negotiations involving members of different cultures. With the rapid growth of globalization, professionals with these skills and credentials are seen as leaders in any organization.

Continuing Education Units

The continuing education unit (CEU) is a recognized method of quantifying participation in an organized continuing education experience under qualified instruction. One CEU is equal to 10 contact hours of time spent in such an educational experience. The main purpose of CEUs is to provide a permanent record of the educational accomplishments of an individual who has completed non-credit educational and career enhancement activities.

Each participant receives 1.5 CEUs per online course completed.

Contact Us

Joe Patterson
Assistant Vice President, Executive Education Programs
joe.patterson@thunderbird.edu
Tel: 1-602-978-7437
Fax: 1-602-439-4851

Toll-free within the U.S.
Tel: (800) 457-6959
Fax: (800) 457-6982

Thunderbird School of Global Management
1 Global Place
Glendale, AZ 85306

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