Scenario 14 A Training Experience

This podcast describes my favorite training and coaching activity to prepare people for global negotiation.

What do US representatives need to consider when preparing for their first face-to-face meeting with their German counterparts in Frankfurt?

This episode describes the process of one manager preparing a team to take a trip to South Korea - differences in doing business, how to present onesself and the company, how to prepare questions, and the level iff formality.

The process and style of meetings in Spain is not the same as in the US. The schedule for dinner and type of social conversation is also quite different. Doing research and planning before going to Spain is important for success. However, if the pre-planning did not happen, you need to observe what is going on around you and make appropriate adjustments.

The new Global Sales Manager is not getting off to a good start during his initial meeting in Saudi Arabia. After a description of the first meeting, there are comments about other options  to use during the meeting.

The basic framework for the Quarterly Sale Meeting in South America is the same as it was for Europe and Asia. Just as there were differences between the meeting in Europe and Asia so there are differences in South America as well.

The tactics for the quarterly sales meeting in Asia have some variations from the meetings in Europe. The end time of the meeting is not stated because indirect communication take much more time. The approach to information gathering is more generic and personal blame is avoided. However, disappointment is indicated and specific goals are set with a specific timetable.

Sales. review meetings often contain some positive and negative information. In this scenario the US executives are preparing for a meeting with their European team.

Saudi Arabian business people do business all over the world and are familiar with the ways of doing business in other areas of the world. However, It is important to remember that when you visit Saudi Arabia, business is likely to be conducted in the way that is familiar to them in their own country.

Informal and indirect conversation is difficult for businesspeople in the US. However, mastering this approach to communication is essential for doing business successfully in Japan. This scenario provides one example.