International Business and Negotiation Skills Programme


St Andrews is also the home of golf
St Andrews is also the home of golf

International Business and Negotiation Skills Programme

30st July - 10th August 2018

(two week programme)

 

The International Business and Negotiation Skills Programme is designed to meet the professional needs of managers who are not native speakers of English. Over years of working with managers from all over the world, we have witnessed great interest in the possibility developing presentation skills, which are vital for those working in a multi-national environment as well as idiomatic, business English as a key to understanding the issues addressed by people from different countries, using English as platform for bridging common interest. The third component of the programme focuses on negotiations and mediation.

 

 

 

 

 

This is my country, the land that begat me, these windy spaces are surely my own. and those who toil here In the sweat of their faces are flesh of my flesh and bone of my bone. -------- Sir Alexander Gray
This is my country, the land that begat me, these windy spaces are surely my own. and those who toil here In the sweat of their faces are flesh of my flesh and bone of my bone. -------- Sir Alexander Gray

Programme Description

 

Presentations:


- Language of presentation
- Setting your goals & objectives
- Eye contact
- Body Language
- Visual aids
- Pace and manner of presentation
- Getting audience involved
- Dealing with interruptions
- Concluding

 

Idiomatic Business English:


- Language of International Business Meetings
- Directness & Indirectness
- Business English Idioms
- Idiomatic Expressions
- Understanding non-standard grammar

 

Negotiations

 

The programme on negotiations is divided into four stages. Each stage is combined with case studies, when participants have possibility to practise the acquired knowledge and to solve down to earth problems. The course is aimed at managers for whom the ability to negotiate is a must, and for students who plan to follow the managerial career track.
Over the last seven years the programme has been attended by managers and presidents of international companies, who have perceived the programme as useful and practical. Our students have even opened a facebook page: International Business and Negotiation Skills Programme 2013.

 

Stage: 1


International Communication & Negotiations:
- Culture versus communication & negotiations
- Constructive communication in negotiations
- Achieving smooth communication on an international platform
- What prevents successful negotiations
- Case studies

History of mediation & ADR.
Negotiation & mediation skills

 

Stage: 2


Leading & Managing Negotiations:
- Common negotiating ploys
- Dealing with tricky negotiations
Effective Negotiations:
- Different styles
- Positions & interests
- Case studies

 

Mediation Concept:


- Evaluating BATNA & WATNA
- Bargaining Styles
- Leverage
- Case studies

 

Stage 3


Negotiation analysis:
Strengths & weaknesses
What to remember
Individual or team negotiations
Preparing negotiation teams
Decision Phase of negotiations
Case studies

 

Mediation Concept:


- Breaking deadlocks
- Generous Reciprocal Bargaining Theory
- Problem vs. People
- Case studies

 

Stage 4


- Power of words - becoming more convincing
- Positive approach to negotiations
- Negotiations and building business relation strategies
- Dealing with difficult people
- Dealing with difficult situation
- Case studies

 

Test in Mediation

 

At the end of the Programme Successful Students will receive two certificates:

 

1. University of St Andrews Certificate in International Business and Negotiation Studies, UK.

 

2. The Official Mediation Certificate, issued by TWZ Enterprises, USA.
The certificate enhances any c.v. and indicates continuing study of communications, negotiation strategy, law and alternative dispute resolution.

 

TWZ Enterprises certifies that this activity has been approved for
MCLE credit by the State Bar of California. Successful students
will earn Four MCLE Credits including One Ethics Credit in the
State of California pursuant to Rules 2.1 and 8.0.