HMS – INT Multi-Issue & Cross Cultural Negotiation

This mini-course is designed for the HMS- INT Nordic Sales Conference, June 16 & 17, 2026. You will find access to on-line instructions for 2 scored negotiation simulations, as well as topic-by-topic visuals from the Debrief & Toolbox sessions following the negotiations. These two simulations seek to ‘introduce’ negotiators to some of the complexities of multi-issue negotiations & cross cultural negotiations. You will gain insight and awareness into common pitfalls, personal strengths & weaknesses, and opportunities to improve as a negotiator in these types of negotiation situations. By taking these simulations seriously & simply doing the best you can with the information your receive for preparations, you will grow as a negotiator. A light topic-by-topic toolbox is provided for reflection following each case negotiation & to help you navigate similar negotiation situations the future.

**NOTE** although each case has a lot to teach, this is, by no means, to be considered a complete learning in negotiation frameworks and skills. To build confidence & succeed more fully as a negotiator (and as a negotiating organization), it takes training to develop foundational skills in Negotiation Strategy, Effective Preparation, Conflict Management, Complexities & Managing Difficult Emotions, Process Setting, Exploring Interests & Motivations, Joint-problem Solving, Responding to Competitive Tactics & Behaviours, and navigating Multi-issue scenarios.