International business and negotiation skills programme
This programme is designed to meet the needs of business and professional people as well as students of economics or business-related programmes.
Dates: 30 July to 10 August 2018
(Students may arrive during the weekend 28 to 29 July and should leave on 11 August.)
Type of programme: academic and cultural enrichment
Participants: the international business and negotiation skills programme is designed to meet the professional needs of managers who are not native speakers of English.
The programme works to develop your presentation skills, which are vital for those working in a multi-national environment.
The programme also focuses on developing idiomatic, business English as a key to understanding the issues addressed by people from different countries, using English as a platform of bridging common interest.
The third component of the programme focuses on negotiations and mediation.
- language of presentation
- setting your goals and objectives
- eye contact
- body language
- visual aids
- pace and manner of presentation
- getting the audience involved
- dealing with interruptions
Idiomatic business English
- language of international business meetings
- directness and indirectness
- business English idioms
- idiomatic expressions
- understanding non-standard grammar.
The programme on negotiations is divided into four stages. Each stage is combined with case studies in which participants have the opportunity to practice their acquired knowledge and solve down-to-earth problems. The course is aimed at managers, for whom the ability to negotiate is fundamental, and for students who plan to follow a managerial career track.
The first two weeks of the programme focus on the elements described below in stages 1, 2 and 3. In the third week, participants look at stage 4. In this way, all elements of negotiation are gradually developed and practiced through all three weeks, which is why participants in the third week of the programme are expected to use the knowledge and practical applications gained over the programme.
The third week of the programme can be attended as a one-week programme by experienced managers and CEOs who wish to improve their language and negotiation skills.
Stage 1: international communication and negotiations
- culture versus communication and negotiations
- constructive communication in negotiations
- achieving smooth communication on an international platform
- what prevents successful negotiations
- case studies
- history of mediation and ADR
- negotiation and mediation skills.
Stage 2: leading and managing negotiations
- common negotiating ploys
- dealing with tricky negotiations
- effective negotiations, including different styles, positions and interests, case studies, mediation concept (evaluating BATNA and WATNA, bargaining styles, leverage, case studies).
Stage 3: negotiation analysis
- strengths and weaknesses
- what to remember
- individual or team negotiations
- preparing negotiation teams
- decision phase of negotiations
- case studies
- mediation concept: breaking deadlocks; Generous Reciprocal Bargaining Theory; problem versus people; case studies; exam in the mediation programme (online test).
- power of words – becoming more convincing
- positive approach to negotiations
- negotiations and building business relation strategies
- dealing with difficult people
- dealing with difficult situations
- case studies.
At the end of the programme, successful students will receive two certificates:
- University of St Andrews Certificate in International Business and Negotiation Studies, UK
- The Official Mediation Certificate, issued by TWZ Enterprises, USA.
These certificates enhance any resume and indicate continuing study of communications, negotiation strategy, law and alternative dispute resolution.
TWZ Enterprises certifies that this activity has been approved for MCLE credit by the State Bar of California. Successful students will earn four MCLE credits including one ethics credit in the State of California pursuant to Rules 2.1 and 8.0.
How to apply
All courses described on these English language summer school pages are taught and certified entirely by the University. Depending on where you normally live, you should contact one of the representatives below to apply for this course. These representatives are contracted advisors to the University and work in close communication with the Admissions team.
Applicants from Italy: email email@example.com
Applicants from all other countries: email firstname.lastname@example.org
While we will be happy to discuss the programme, please note that the University will not accept direct, individual bookings.
If groups would like to organise tailor-made courses, please email email@example.com and we will be able to discuss these directly with you.
If you are offered courses at the University from some other source and you are unsure of their authenticity, please check by contacting the course director, Alex Allen, by email on firstname.lastname@example.org