December 2023

Dealmaking Across Cultures: Are There Universal Rules in Negotiation?

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Event Description:

Missed it last year? Back by popular demand, we're thrilled to announce the return of the much-requested masterclass presented by the professor.

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 expats 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 dont's in cross-cultural negotiation – and the intricacies of identifying local versus global rules in deal making.

Professor’s Profile

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Professor Gonçalo Pacheco de Almeida is the Dieter Schwarz Foundation Chaired Full Professor of Strategy and Negotiation, the Academic Director of the MBA Strategy Specialization, and the co-Chair of the Strategy and Business Policy Department at HEC Paris. He is also a member of CNRS-GREGHEC, the French National Research Center and HEC Paris research lab. Professor Pacheco de Almeida received his PhD in Management from INSEAD and holds an MBA in Strategy and Finance and a BA in Economics from the Nova School of Business and Economics. Prior to HEC Paris, he was an Assistant Professor of Management at the Stern School of Business at New York University (2002-2011), a guest lecturer at Sciences Po (Paris), an instructor at the Nova School of Business and Economics and a strategy and risk management consultant.

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