International Negotiation Strategies for a Global Market

Thursday, July 29, 2021

10 AM TO 11 AM UTAH TIME - 18:00 TO 19:00 MEZ AND 19:00 TO 20:00 GREEK TIME

Facilitator

Simon greathead

WTA of Utah board member, international business, negotiations, and global supply chain professor at BYU Marriott School of Business; Utah County, UT, USA

Professor Simon P. Greathead is an international business, negotiations, and global supply chain professor at BYU’s Marriott School of Business. Simon earned an MBA from Henley Business School at the University of Reading in the UK and a BS in Business Management from Brigham Young University in Provo, UT. Simon’s current interests focus on international business culture, international negotiations, critical thinking, decision theory, and conflict resolution.

Before entering academia Simon spent 15 years in international business, primarily in supply chain and operations roles in Europe working for major retailers, and distributors. As a native of Great Britain he has extensive international experience throughout Europe. Simon managed European Operations for a major Inc. 10 company and then most recently as President and CEO of SupplyTrix, a software company focused on enhancing buyer-supplier relationships around the world. Simon began teaching at BYU in 2008 as an international business instructor and currently teaches global supply chain, operations, negotiations, and international business courses. Simon has published in Harvard Business Review as well as Ivey Publishing and other notable journals.

Simon is married to Brooke and has four children; Luke (13), Chloe (13), Logan (11), and Lexie (9). He lives in Utah County, Utah and enjoys the outdoors and following England rugby. He also enjoys spending time with his wife and children, and in his limited spare time, reading early Christian literature and British history.

About the training:

Negotiating the terms of a deal is fundamental to almost any business transaction. Basic negotiation questions come to mind such as:

· What do the best negotiators actually do?
· How do I handle the pressures of a deadline?
· Should I make the first offer, or wait for the other side to move first?
· How can I make concessions without giving away too much?
· What cultural considerations should I take into account?

Conducting effective cross-national and/or cross-cultural negotiations is becoming increasingly important in today's global marketplace. International business negotiations have their own uniqueness. Overcoming the obvious challenges of language differences and of distant locations is just the beginning of becoming an effective negotiator with international counterparts. More subtle issues are numerous, and invoke questions such as:

· What do people in other countries consider good negotiation?
· How can I understand what is going on in a culture that is different from my own?
· How do references to time, power, and other tactics differ in international contexts?
· What other global and local factors affect negotiation?

The objective of this training is to learn an effective negotiation framework for doing business in a global context.