Negotiating in a multi cultural environment - This was an intervention as a result of the merger between the two companies. One of the synergies of the merger was to optimise the purchasing power of the two organisations. To do this there was the need to find a common approach to negotiating with suppliers. Coverdale provided negotiation workshops that supported the development of a common approach and enabled managers and employees to get to know each other. There was also an intercultural element to the workshop helping the German and English employees better understand the cultural differences. The secondary effect being that they also had first hand experience they could bring to the negotiations with suppliers from different countries.

Susanne Jakob-Lechner/Christine Peutsch/John Ireland

www.coverdale.de www.coverdale.at www.coverdale.ch