Negotiating/Communicating When English Is
Not Your First Language Seminar

The Negotiation Institute is the world's most well-known negotiation training organization. Our client list is broad and extensive and we have provided Negotiating/Communicating When English is Not Your First Language on-site/in-house training seminars to many of them.

Using Your Language Abilities

Foreign language negotiations are seldom easy and the English language is often a source of anxiety for those whose first language is not English. Even those who speak English fluently are sensitive when under pressure to fully understand what is being said. You can only get what you want when you understand the other side and they understand you. This course will allow you to use all of your language abilities.

Negotiating calls for a highly complex set of knowledge and skills. First, the successful negotiator brings to the table an understanding of the field(s) immediately involved, such as drafting international agreements, labor disputes, divorce settlements, contractual agreements, and so on.

Learn the Strategies for Successful Negotiations

In addition to bringing a firm grasp of the subject under discussion, a negotiator should know and be able to utilize planning skills along with strategies and tactics necessary for an exchange of ideas resulting in a settlement which best meets the needs of all concerned. However, there is an area of expertise, sometimes overlooked, which can thwart all the preliminary knowledge and work. For in the final analysis, success is dependent on the effective communication of the negotiator; one’s language, both verbal and non-verbal is the determiner of the outcome.

As it is, in this age of increasing global interaction among people in every sphere of life, the necessity for communicating clearly is difficult because of language barriers. And so, the urgent need for understanding and agreement on every conceivable subject, activity and level of human experience serves to underscore the importance of language as the key to effective communication.

The Negotiation Institute provides flexible seminars that are tailored based on your requirements. The following is a general outline for the Negotiating/Communicating When English is Not Your First Language on-site/in-house training seminar.

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Getting Ready to Negotiate

Finding your hidden assumptions, anticipating theirs
The all-important opening issues vs. objectives
Having the right tools
Maximum and minimum positions
Check lists and special Nierenberg Preparation Map

Getting What You Need Nierenberg's Need Theory of Negotiating

Satisfaction of needs of All Parties
Understanding and recognizing needs
Changing win/lose positions
Finding and using common interest

Verbal Communication - Listening

Invite them to communicate by your willingness to listen
Show them you are ready to listen
Show them you are ready to listen by giving your attention
Show that you understand
Support and reinforce them
Link up with them
Echo what they say
Repeat and emphasize part of what they say
Paraphrase what they say
Reformulate what they say in a question
Summarize what they say

Verbal Communication - Questioning

Interrogative structure in English
Review of tactics involving questions
Offensive question tactics
Defensive question tactics

How to Control Negotiation Conflict

Understanding climate
Deciphering attitudes
Interpreting gestures
Typical climates and how to predict them
Experimentation in Creative Negotiating Climates
92 Negotiating climates you should know about

Become Powerful by Understanding
What You Hear & What You See

Meta-Talk: the hidden meaning behind the words you hear
Reading gestures, feelings, expressions and mannerisms
Loaded words and their effects
Ear-opening methods of listening
Type of room, type of table and seating arrangements and their effect on the negotiation