Cross-Cultural Negotiations

Leighton Wilks
The Negotiations Collective

Negotiating across cultural divides (real or perceived) adds a layer of complexity to negotiations. Cultures have unique body language, verbal language, clothing, humour, or cultural cues that clearly signal pleasure or angst. In this course, you will learn what to watch for and how to interpret these cultural cues. If culture is not a factor in your negotiation strategy, you risk the quality of the relationship, preventing you from achieving a satisfactory outcome.

Learning Objectives

•    Environment
•    Individualism vs Collectivism Cultures
•    Masculinity vs Femininity
•    Power Distance
•    Concepts and Context
•    Negotiation Culture

Instructor Bio

Leighton Wilks
The Negotiations Collective

Leighton is an Associate Professor (Teaching) at the Haskayne School of Business at the University of Calgary where he focusses on translating current research into effective negotiation training programs. He has over ten years of experience designing and teaching negotiation courses within Executive MBA, MBA, and undergraduate programs. Leighton is a passionate educator; in 2019 he was inducted into the University of Calgary Students' Union Teaching Excellence Hall of Fame and also received a Calgary Award for Community Achievement in Education. Leighton has a significant consulting background in diverse areas including negotiations, strategic planning, and cross-cultural management. 
 
Leighton holds an MBA (thesis-based) and a BA in Psychology from the University of Calgary. His MBA thesis looked at cultural differences in the use of ethically questionable negotiation behaviors.