Negotiating In a Global Environment: What You Need To Know
Program Titles
- International Supply Management: Supply Chain Management
- Leadership That Succeeds
- Management Myths and Realities
- Purchasing and Supply Metrics
- Sales as the Buyer Likes It!
- The Principles of Management
- Human Relations in Management
- Organization structure
- Solving purchasing and supply chain problems
Dr. Kenneth H. Killen, C.P.M.’s unique ability is the reason for his popularity as a speaker, teacher and industrial trainer.
He is a J. Shipman Gold Medalist.
Dr. Killen is a Professor Emeritus of Management and Purchasing. Before he began his teaching career, he worked for two major corporations where he gained experience in general management, purchasing, and sales. He has since been a consultant to business, government, and health care organizations.
He has a way of adding the light touch¨ to normally dry materials. He can explain complex ideas in simple terms and can show you how to turn theory into practice.
Dr. Ken has written, and appeared in two TV courses:
The Principles of Management¨ and Human Relations in Management¨.
Cross-cultural business negotiations are a fact of life for many US companies as it is for many companies in other parts of the world. While we start by defining what we think excellent negotiations is, our primary focus is on how important understanding cultural context is to successful global negotiations.
To try to negotiate without such knowledge is to operate under a severe handicap. Some of the issues that we address are: cultural characteristics, stereotyping, cross-cultural etiquette, protocol, and importance of time.
A few important definitions:
1. Negotiations is a process that involves
a. planning of strategy and tactics
b. putting the plan into action through creative persuasive communications
c. resulting in a workable compromise
2. Cultural Context
a. culture – patterns of human behavior within a country or countries
b. context – the set of circumstances that surround a particular event
Book Dr. Kenneth H. Killen, C.P.M. for your Event!