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  • 2630 Taastrup
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  • Forskerparken Fyn, Forskerparken 10F
  • 5230 Odense M
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  • Teknologiparken Kongsvang Allé 29
  • 8000 Aarhus C
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  • NordsøcentretPostboks 104
  • 9850Hirtshals
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  • Gammel Ålbovej 1
  • 6092Sønder Stenderup
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2 days virtual course

International negotiation techniques – how to negotiate across cultural borders

Is it enough to be good at English and have a few tricks up your sleeve to be a skilled international negotiator? Of course not – your international success depends on your ability to couple a wide range of personal and professional competences. Under the guidance of an instructor with more than 35 years of experience, this course gives you skills, strategies and tools that enable you to become a better negotiator, at home and across cultural borders.

Become a successful international negotiator

This course enables you to prepare and take part in international negotiations with skill and impact – formally and informally. You will learn to identify cultural differences, assess their impact and how to address them in your negotiation. You will enhance your communication across linguistic and cultural borders. The course offers a number of hands-on tools and models that enable you to analyse your counterpart’s position and interests. You will be able to map out the negotiation for you to navigate effectively in it. On this basis, you will be able to adapt your negotiation strategy for the best possible results.

Who is this course for?

You are a professional involved international negotiations, one way or the other. You wish to become more conscious of what actually happens in a negotiation, and you want to strengthen your negotiating skills in a cross-cultural context. You want to generate more value from the negotiation process and, not least, be able to account for it. If you can identify with this, you will benefit from participating!

Course content

Cross-cultural negotiation, planning and strategy-formation, including

  • Insights into the negotiation process and its components, including negotiation phases, bi- and multilateral negotiation, etc.
  • How to negotiate personal relationships
  • Tactics and strategies
  • Formal and informal behaviour
  • Cross-cultural models and tools
  • Meeting management techniques
  • Conflict resolution and facilitation of the negotiation process
  • Using English in a cross-cultural environment
  • Psychological aspects of negotiation


The language throughout the course is English. We focus on practical tools and techniques, coupling theory with practice. During the course, we will record participants’ performance for in-depth analysis. Short instructor presentations will alternate with real-life exercises, a business case as well as knowledge-sharing and discussion. The course will in this way be highly interactive. Material includes, among other things, a pocket-size card with ten tips that sum up the essence of the course. Prior to the course, participants receive a short text to be read in advance.



Claus MA in English and psychology and CEO of GlobalDenmark has more than 35 years’ experience in international negotiations. Claus has worked as a trainer, consultant and coach for numerous business people, researchers and politicians on international negotiations. He has been involved as a communication expert in projects in Ethiopia, Uzbekistan, Morocco, Russia and throughout Europe. Claus is the author of the book “Communicating across borders” (2012)

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