Building cross-cultural relationships, beyond stereotypes

This article was originally published on Procurious, based on a roundtable organised by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training. This is the second article out of three.   Don’t assume everyone in the same culture has the same norms. Getting beyond cultural stereotypes, and seeing the individual,…

The Art of Cross-Cultural Negotiation

This article was originally published on Procurious, based on a roundtable organised by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   Negotiations can be tricky. A cross-cultural negotiation presents an entirely different challenge, one with countless pitfalls and potential faux-pas.   Negotiations in a business setting can be…

The Art of Timing in Negotiation

(written with Prof. Suzanne de Janasz)   Planning a trip to Italy to discover some Renaissance paintings? You better plan at least three months in advance if you want to see Leonardo’s Last Supper in Milan, as there is a huge waiting list.   What contributed to make this painting a masterpiece? Leonardo’s technical mastery…