Can you negotiate across cultures?
What works in one business conversation may not work in another. But are there principles of negotiation that hold true across cultures?
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.
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 don'ts in cross-cultural negotiation, and the intricacies of identifying local versus global rules in dealmaking.
DETAILS
- Date: Wednesday, 9 September 2026
- Time: 6:30 PM, doors open at 6:00 PM
- Registration: Register here
PROFESSOR DETAILS
Gonçalo Pacheco de Almeida, Professor of Strategy and Negotiation at HEC Paris
Gonçalo Pacheco de Almeida is the Dieter Schwarz Foundation Chaired Full Professor of Strategy and Negotiation and the Academic Director of the MBA Strategy Specialization at HEC Paris. He is also a member of CNRS-GREGHEC, the French National Research Center and HEC Paris research lab. He received his PhD and MSc in Management from INSEAD and holds an MBA in Strategy and Finance and a BA in Economics from Nova School of Business and Economics. Prior to HEC Paris, he was a tenure-track professor of Management at the Stern School of Business at New York University (2002 to 2011), a guest lecturer at Sciences Po (Paris), an instructor at Nova School of Business and Economics, and a strategy and risk management consultant.
His interests span strategy dynamics, negotiation, competition, innovation, logic and causation, business and politics, and sustainability, with a focus on the high-tech, energy, and education sectors. His research has been published in the Strategic Management Journal, Management Science, RAND Journal of Economics, Strategy Science, and the Academy of Management Journal. He is an Associate Editor at Management Science and serves on the Editorial Board of the Strategic Management Journal.
He teaches Advanced Strategy, Strategy Dynamics, Negotiation, Business Strategy, and Industry and Competitor Analysis across the PhD, MBA, Executive Education, EMBA, and Grande École programs. His research has been featured in the business media and has received the Syntec French Management Consulting Best Article in Strategy and Finance, the HEC Foundation Best Paper Award, an Honorable Mention at the Strategic Management Society, and a Distinguished Paper Award and four Best Paper Nominations at the Academy of Management.
He has received the 2013 BNP Paribas Pierre Vernimmen Best Professor at HEC Paris Award and the HEC MBA Best Professor Award for the classes of 2012, 2013, 2014, 2018, 2021, 2022, 2023, and 2024. In 2016, 2017, 2020, and 2024 he was again nominated for the BNP Paribas Pierre Vernimmen Best Professor Award. In 2018, he was named one of the Favorite Professors of the Best and Brightest MBAs worldwide by Poets & Quants.
Contact Us
Please feel free to contact us for any further information:
Email: qatar-events@hec.fr | Phone: +974 4141 3200 | Web: qatar.exed.hec.edu
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