SERVICES
Customized International Business Training Programs and Workshops
WORKSHOP ON STRATEGIC ALLIANCES
Customized to meet YOUR needs.
Dr. Rajesh Kumar
Global Business Strategic Advisory
and
Dan Owings
Senior Advisor – Global Practices, GM Asia Pacific – The Chapman Group
Managing Director International Sales, SubRosa Cyber Solutions
WORKSHOP DETAILS
As the pace of global competition has intensified so has the need to forge collaborative partnerships. Strategic partnerships are potentially beneficial but need to be nurtured and nourished effectively to create a sustained competitive advantage for the firms concerned. In this two-day workshop we look at the challenges of collaboration and how the potential in these partnerships can be realized. We draw upon case studies, participants’ experiences, and best practice frameworks that have been developed to understand alliance development.
You will:
- Discover the more advanced strategic alliance management best practices that will enable you to grow critical relationships and revenues.
- Develop a greater understanding of the key factors leading to partnering success.
- Explore ways to build a high performance strategic alliance team in your organization.
- Create a highly collaborative engagement relationship environment with key alliance partners.
- Develop innovative ways to accelerate revenue flow through the right alliance partners.
- Each workshop will be customized to meet your needs.
For further information please contact Dr. Kumar at drrajesh836@gmail.com or Dan Owings at dto7278@gmail.com
INSTRUCTORS
DR RAJESH KUMAR
Dr Kumar is an academic and a consultant in Global Business Development advising companies on international expansion. Originally from India, Dr Kumar has lived in the United States, U.K., Denmark, France, Finland, Netherlands, and New Zealand. He has a Ph.D., degree in International Business from New York University, an MBA from Rutgers University, and a Masters degree in Economics from the University of Delhi. He has published numerous academic and practitioner oriented papers on managing strategic alliances.
DAN OWINGS
Senior Advisor – Global Practices, GM Asia Pacific – The Chapman Group
Managing Director, International Sales - SubRosa Cyber Solutions
At The Chapman Group, a global consulting firm, Dan helps clients develop world-class KAM Programs with effective processes and methodologies to enhance their relationships with key accounts and grow revenue. At SubRosa, a worldwide provider of innovative cyber security solutions, Dan is responsible for international sales and channel recruitment and management. Building a highly effective global network, Dan is providing the guidance and management support to grow channel sales in Asia, Europe, Latin America and the Middle East.
Dan’s career highlights include:
- Vice President, Business Development for UPS Logistics Technologies, Inc. (a subsidiary of United Parcel Service).
- Senior Vice President, Sales and Marketing for Fortress International Group, a global technology consulting and engineering firm specializing in mission critical data center infrastructure.
- Customer Experience Advisory Board – The George Washington University School of Business.
- Implementing innovative sales and account management initiatives in collaboration with multinational firms such as Unilever, Coca-Cola, Nestle, Pepsi-Cola, Frito-Lay, Colgate-Palmolive, 3M, Ingersoll Rand, XO Communications, Kraft Foods, Pfizer, Zoetis, Domtar Paper, Aspen Tech, and Abbott Labs.
Negotiating Across Cultural Boundaries: A Two-Day Workshop
This 2-day program can be customized.
The ability to negotiate across cultures requires a set of skills that might test your imagination, patience, and adaptability. Different cultures have a different set of operating procedures for how to negotiate. This workshop introduces you to a set of cultural barriers that might make the negotiating process challenging. We also discuss the different cultural barriers and the skills needed to manage the cross cultural interface effectively.
DAY ONE
- Introductions and an overview of the program .
- Group Breakout Session: What makes for successful or an unsuccessful negotiation?
- Assemble as a large group and discuss the perspectives of different groups on this .
Negotiating Across Cultural Boundaries
- Understanding culture
Provide an introduction to the cultural diagnostic tool of Global Dexterity.
Cultural Code
| Directness | High | Low |
| Enthusiasm | High | Low |
| Formality | Low | High |
| Assertiveness | High | Moderate to High |
| Self-Promotion | High | High |
| Personal Disclosure | High | Low |
Consequences of Different Cultural Codes
- Misunderstandings/Miscommunication
- Differences in expectations: What is negotiation all about?
- Making erroneous inferences or judgments about one’s counterpart
How do these dimensions impact the negotiation process?
- Directness/Indirectness –> Lead to misunderstandings
- Enthusiasm or lack of –> Impede trust building
- Formality/Informality –> Erroneous perceptions
- High levels of assertiveness –> Conflict
- High levels of self-promotion –> Distrust
- Personal disclosure or lack of –> Inability to build trust
Role play simulation of a cross cultural negotiation
Psychological challenges entailed in negotiations
Authenticity Challenge –> A lack of authenticity may create inner emotional challenges for the negotiator.
Competence Challenge –> An inability to develop the necessary skills for executing cultural appropriate behavior may slow the negotiation down or derail it.
Likeability Challenge –> The challenge of being viewed as trustworthy which is critical in negotiations.
Resentment Challenge –> May impede the ability of the negotiator to be successful in negotiations.
DAY TWO
Negotiation Simulation Exercise
- A negotiation simulation in which Americans are assigned the role of either an American or an individual with a different cultural background.
- Group discussion on the key insights emerging from the negotiation simulation.
- What cultural skills do the Americans need to negotiate internationally?
- What emotional skills do the Americans need to negotiate internationally?
Invite an American and a foreign businessperson to share their experiences in bridging the cultural gap between the Americans and the specific culture in question.
The workshop participants share heir own experiences in negotiating internationally.
Final Thoughts and Conclusion: Where do we go from here?
DOING BUSINESS IN INDIA
One Day Workshop
India is now the world’s largest democracy and the fifth largest economy in the world. It has long been an outsourcing destination for foreign investors, but India is also gaining traction for its large domestic market. The growing geopolitical tensions between the United States and China and the overdependence of supply chains on China has led a number of companies to diversify their production base. India is also emerging as an attractive destination from this perspective. Many companies, such as Foxconn which makes iPhones for Apple, are now poised to expand their production of iPhones in India.
The objective of this one-day workshop is to introduce you to India. We will discuss the economic, political, and the cultural environment in India and its implications for foreign investors. The workshop will highlight strategies for operating in India that will ensure success.