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Facilitator

Prof. Michael R. Fowler
J.D. Harvard University


Professor of Political Science at University of Louisville and a former practicing lawyer for the law firm in Boston with the largest practice in Asia. Professor Fowler is the author of Mastering Negotiation (Carolina Academic Press, 2017) one of the few negotiation texts that explores cross-cultural negotiation. A Two-time Fulbright scholar to Japan, Professor Fowler has taught negotiation to university students, diplomats, lawyers, military personnel, professors and business executives in a dozen countries, including China, Japan, Laos, Vietnam, Costa Rica and Panama.

Negotiation Cases

  • “Hiring a Newtonian” (a light-hearted simulation involving cross-cultural simulation generally)
  • “MedLee” (a joint venture negotiation between a large American company manufacturing medical equipment and a smaller Thai business, distributing such products around Southeast Asia.
  • “Canada-China Panda Acquisition Simulation” concerning the leasing of Panda bears from China to Canadian zoos.
  • “El Matador Goes to Japan?” (a simulation involving an aging Mexican pitcher negotiating with a team in Japan about possibly extending his career)
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Objectives

The seminar will examine international negotiations, exploring how one negotiates effectively across different cultures.  Among the questions we will consider are the following:

  • Why has contending effectively with cultural complications and opportunities never been more important for negotiators than is true today?
  • What varieties of culture exist, and how do cultural variables affect communication?
  • How is appropriate behavior related to culture, and what is cross-cultural noise?
  • What are sub-national cultures? Why are there so many individual variations within cultures? How might multiple cultures influence any individual?
  • What are examples of national negotiating characteristics, and why might these be worth attending to in a cross-cultural negotiation?
  • How might sensitivity to cultural differences help a negotiator to develop a positive working relationship with a foreign counterpart?
  • Why might it be important to help a counterpart to save face?
  • How might cultural factors be incorporated in a negotiation strategy?

Methodology

The seminar will be organized around four simulations in which the participants will receive general and confidential instructions to help them to play the roles of people from other cultures. Although the seminar is designed to help the participants to negotiate with counterparts of many different cultures, our special focus will be on negotiating with people from different Asian cultures. The simulations will involve negotiations with Southeast Asian, Chinese, and Japanese counterparts.

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Date: Thursday, 10th of Oct

Time: From 8 a.m. to 5 p.m.

Location: Installations of Quality Leadership University, 45 Bella Vista Street, Ciudad de Panamá.

Investment

$295.00 per person.
Discounts for the registration of groups.

More Info

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Payment Options

Deposit or ACH (General Bank, checking account No. 03-02-01-0524040 – Quality Leadership University)

If you will make the payment by deposit or bank transfer, please send proof of payment to Carmen Rodríguez at crodriguez@qlu.pa   

If your payment method is by Check, please issue it in the name of Quality Leadership University and present it on the day of the event.

For more information contact:

Tel (507) 264-0777
capacitacion@QLU.PA
www.QLU.PA[/vc_column_text]

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