Excel in global sales negotiation and cross‑border deal making with this program on negotiation strategy, market expansion, and sustainable models. Participants will learn to navigate cultural differences, structure international deals, and build long‑term partnerships. The curriculum covers negotiation preparation, tactics, trade compliance, and partner selection. Through simulations and case studies, attendees will develop the skills to close complex cross‑border sales and expand sustainably into new markets. This program is essential for sales directors, business development executives, and international trade professionals.
Objectives
- Prepare for global sales negotiations (research, BATNA, concessions)
- Navigate cultural differences in negotiation styles
- Structure cross‑border contracts and deal terms
- Manage trade compliance (tariffs, export controls, incoterms)
- Select and manage international partners (distributors, agents)
- Build sustainable market expansion strategies
- Use negotiation tactics to create value and claim share
- Resolve disputes in international transactions
- Measure success of global sales initiatives
Target Audience
- Sales directors and global account managers
- Business development executives
- International trade and export managers
- Legal counsel for cross‑border deals
- Strategic partnership leaders
- Entrepreneurs expanding internationally
Methodology
- Negotiation simulation exercises
- Cultural intelligence workshops
- Contract drafting sessions
- Market entry strategy design
- Case study analyses of cross‑border deals
- Partner selection role‑plays
- Action planning for market expansion
