HEC Paris in Qatar Masterclass: Deal Making Across Cultures: Are There Universal Rules in Negotiation?

Cross-cultural negotiation is increasingly common in today’s globalized world. The challenges of making deals with counterparts from different cultures are not exclusive to international negotiation: even within a country, bargaining often occurs between parties with distinct negotiation styles or coming from diverse subcultures. Qatar is a case-in-point with over 80% of ex-pats in its population. In this session, participants will go through a simple, live negotiation exercise that will then be used to introduce key universal principles in negotiation that hold true across cultures. After the negotiation debrief, we will discuss basic do’s and don’ts in cross-cultural negotiation – and the intricacies of identifying local versus global rules in deal-making.