Short Topical Programmes - Mastering International Negotiation

In today’s business environment of competition and global consolidation, executives need to be skilled at international negotiations.

The Mastering International Negotiation Programme takes an integrated approach on the art of negotiation combined with the complexity of understanding across cultures. Participants perfect personal negotiation styles, sharpen their skills during a variety of negotiation scenarios, and acquire tools to better negotiate and build long-term collaborative cross-cultural partnerships.

The 2.5 day programme covers

●the strategy and tactics of effective negotiations

●the limitations of positional bargaining and alternative

proposals through a detailed examination of package

deals

●a systematic process designed to resolve tense

negotiating situations in a cross-cultural context

●a variety of specialised tools designed to successfully

mitigate cross-cultural issues

Participant Benefits:

•	More effective negotiation strategies you can apply
•	Better awareness of your negotiation strengths and weaknesses
•	Intensive hands-on practice and constructive feedback from faculty and peers

Company Benefits:

•	In-house competency to optimally manage complex, multi-cultural negotiations
•	Support for executives transiting into an expanded, international role
•	A consistent approach for teams working on mergers and acquisitions
•	Improved productivity and effectiveness on international project teams

Professors Sam Abadir (Fellow of Judge Business School, University of Cambridge) and Erin Meyer (INSEAD), are experts in international negotiations and cross-cultural management and consult to large corporations. Erin Meyer also trains and coaches expatriates, senior-level executives and multi-national teams to work more effectively in a cross-cultural environment.

Sam ABADIR
CEDEP

Dr. Sam ABADIR, Programme Director, is a visiting professor at CEDEP and Fellow of Judge Business School, University of Cambridge. He holds an MBA from the Political Sciences Institute in Paris and a PhD in international politics from the Centre d’Etudes Diplomatiques et Stratégiques. He is also a Fellow at Judge Business School, Cambridge and is a member of the American Association of Safety Engineers (AASE).

Erin MEYER
ADJUNCT PROFESSOR INSEAD

Erin MEYER is an Adjunct Professor in the Organizational Behavior Department at INSEAD. She specializes in the field of Cross-Cultural Management, Intercultural Negotiations, and Multi-cultural Leadership. Erin teaches in over a dozen INSEAD Executive Management programs including the Advanced Managers Program, the International Executive Program and numerous company specific programs. Erin’s research and consulting services focus on training and coaching expatriates, senior-level executives and multi-national teams to work more effectively in a cross-cultural environment. Her primary work is in the area of cross-cultural leadership development, assisting global leaders to adapt their management style to better motivate teams and achieve business objectives in a wide variety of cultural contexts. Her training programs vary from preparing individuals and teams to work in a specific cultural environment to working with multi-national groups of globally based managers to improve their overall cross-cultural leadership and team effectiveness.

Erin has been working in the field of cross-cultural management for the past 13 years. She studied cross-cultural communication at Northwestern University and international business at INSEAD. Her business experience includes leading multi-cultural teams as the Director of Training and Development at HBOC and as the Regional Director of Business Operations at McKesson Corporation. In addition Erin spent 7 years as the National Director for Aperian Global, an internationally positioned cross-cultural management firm. Other experience includes running a training organization for Asian immigrants in the United States and teaching English students in Botswana. Her clients include companies such as Coca-cola, L’OREAL, and TNT.

Erin is American and currently lives in Paris with her French husband and her son.