Negociaciones y contexto cultural en el mundo empresarial

Introduction and objectives

 1. Negotiating a sales: case study

 1.1. Introductory meeting between IBF and Gerard Tech

1.2. Meeting to review IBF’s initial proposal for project

1. 1.2.1. Two more people are introduced

1. 1.2.2. In the conference room

1.3. Afternoon meeting to resolve questions about IBF’s proposal

1.4. Final meeting to review contract

2. Linguistic context in international commerce

2.1. Evolution of English as a global language

2.2. British, North American and Australian English

2.3. Native/non-native speakers of English?

2.4. English as the world’s international language

3. Cultural conventions and restrictions

3.1. Non verbal communication

1. 3.1.1. Handshake, kiss or bow?

1. 3.1.2. Issues of eye contact

1. 3.1.3. How different cultures handle personal space

3.2. Other cultural norms

1. 3.2.1. Punctuality

1. 3.2.2. Casual conversations or small talk

1. 3.2.3. Colours and gender issues