November 2020 | Negotiating Successfully across Cultures by Michael Gates

Have you ever come out of a negotiation feeling you could have achieved more? We all negotiate daily – at home with our kids and spouse, at work with colleagues in our project team, and with customers 

or suppliers. And, if we have international contacts, with different nationalities – which adds another important dimension we can’t afford to ignore.

In this highly-interactive session with Michael Gates we will look at a few general tips for negotiations where everyone comes away satisfied, at how different cultural types (according to the Lewis Model of Culture) typically behave in game theory experiments, and how we can use that knowledge to improve our outcomes. You will also get insights into communication, decision-making, and how to build trust, which you can put to immediate practical use.

Attendees will gain an introduction to a practical cultural model and how to apply it to negotiation, based on game theory research.

Michael Gates is one of the world’s leading teachers of cross-cultural management, following a career in radio in the UK in the early 1980s. He is an Associate Fellow of the Said Business School at the University of Oxford, where he also took his M.A. in English Language and Literature. He specialises in cross-cultural negotiation skills, and recently delivered a couple of keynotes and a podcast for PMI Sweden. The moderator of PMI’s conference in Malmö commented ‘Michael quickly moved the crowd from bursting laughter to serious personal reflections.’