Online interview
Available: this broadcast is available online ONLY UNTIL April 22nd.
This is a replay from the VirtualWorkingSummit 2010.
Hosted by: Penny Pullan (@PennyPullan)
Duration: 41 minutes. Claim 0.75 Category C PDU

Negotiating Internationally: Lothar Katz

In formal contract negotiations and informal team discussions, international collaboration frequently requires negotiating and influencing across distances, time zones, language barriers, and cultural differences.

The challenges are considerable. How do you reach agreement with a foreign client without giving away too much value? How do you steer your faraway project team’s decisions without burning bridges and losing allies? How can you overcome emotional barriers and pushback from a foreign colleague? And most importantly, how is any of this done when you cannot meet the person face to face?

In this call, author and international negotiation expert Lothar Katz (LinkedIn profile) explores conceptual, cultural, ethical, and practical aspects of remote business negotiations. He also discusses the limitations of negotiating virtually, which with some cultures can be hard and even impossible to do successfully.

Mr Katz is the author of Leadershipcrossroads.com and the book Negotiating International Business: The Negotiator’s Reference Guide to 50 Countries Around the World.

Information for recording Category C Activities:

Process Groups: Planning, Executing, Monitoring & Controlling

Knowledge Areas: Integration, Scope, Human Resources, Communications (PMBOK Reference)

• 4.3 Direct & Manage Project Execution / 4.4 Monitor & Control Project Work
• 5.2 Define Scope / 5.5 Control Scope
• 9.1 Develop Human Resource Plan / 9.4 Manage Project Team
• 10.4Manage Stakeholder Expectations

Click here to go to listen to this broadcast. Hit play button on the gold bar

Virtual Working Summit – June 2011

Do you need to work effectively when you can’t be face to face?

Do you want to have the satisfaction of working in a way that massively reduces your travel costs and helps the environment? What about slashing the time you waste in planes, cars and airports (and the associated frustrations?) Do you want to avoid misunderstandings with your team and stop wasting time on ineffective conference calls?

Click here to register for the Virtual Working Summit 2011.

The Virtual Working summit is hosted by Penny Pullan , who also hosted the Worth Working Summit earlier this year. You can read our comments on the WorthWorking Summit here on pduOTD.com.