Adapter son comportement aux spécificités des interlocuteurs étrangers
Cette formation se déroule exclusivement en langue anglaise. This special training takes place exclusivly through english language

PRÉREQUIS
Posséder les bases de la langue anglaise.

OBJECTIFS
• Connaître les codes culturels nécessaires aux échanges commerciaux (Ventes ou Achats)
• S’entrainer à négocier en anglais dans des cadres culturels différents

MÉTHODES ET MOYENS PÉDAGOGIQUES
• Alternance entre apports d'information et étude de cas réels en position d’acheteur, vendeur ou observateur
• Support de cours remis à chaque participant

PROGRAMME
Main aim
When dealing with foreigneres, how to study
their psychilogy and tactics entering
commercial transactions?

Syllabus
• Aim’ s making up
  - Is a meeting a formal occasion?
  - Which introduction will be used?
  - When must we reveal our hands in the negociation?
  - How to lead up to our aim in a constructed rationale?
  - What’s the best : shooting from the hip or carefully behaviour?
• Dealing process
  - Be cautious about disclosure on personal details
  - How could it be possible to discover our opponent’s weakness?
  - How to remain during deadlock?
  - How not to depart from the agenda?
  - How not to be hampered by lack of language skills?
• Some special course of action
  - Which course of action would be the best ?
  - Dealing with american people
  - Dealing with german people
  - Dealing with italian people
  - Dealing with french people
  - Dealing with british people
  - Dealing with chinese people
• Technical field
  - What about terms of purchasing?
  - What about means of delivery?
  - What about means of payment?
• Different step checks
  - Claim for damage
  - Claim for overdue payment
  - How to sum up in a nutshell?
  - Which relation would suit the best?
  - How to get the smooth running?
  - How to develop a close working relationship?