Start a conversation ↗

Description

International Sales Negotiation: Prepare, Adapt and Close

Negotiating with an overseas buyer while factoring in what the contract and the culture actually allow

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

An export negotiation is prepared differently from a domestic one. The pace of the discussion, the role of the group, the weight given to written documents and the point at which a commitment becomes firm vary considerably from one country to another. Payment terms, Incoterms and guarantees are added to this mix, and they weigh on the margin just as heavily as the price agreed.

These two days combine commercial preparation with the cross-cultural dimension. Participants build their concession matrix, identify the cultural markers that matter in their markets and practise steering the meeting through to agreement. Practice sessions are based on situations brought by the participants themselves.

Learning objectives

  • Prepare an export negotiation by setting objectives and room for manoeuvre
  • Analyse the cultural markers that shape how a meeting is conducted
  • Steer the discussion on price
  • lead times and payment terms
  • Secure the contractual clauses that determine the margin
  • Close the agreement and organise follow-up over time

What makes this programme different

Each participant builds the concession matrix for a live deal of their own
Practice sessions are run on the geographic markets the participants actually cover
The impact of Incoterms and payment terms on the margin is quantified in the session

Programme

1Preparing the export negotiation

Leaving nothing to chance before the first meeting

  • Analysis of the customer
  • their market and their decision-making process
  • Setting objectives
  • walk-away thresholds and room for manoeuvre
  • Building the matrix of concessions and counterparts
  • Preparing the contractual points to be raised from the outset

2The cross-cultural dimension

Understanding what the other party reads into your behaviour

  • Frameworks for analysing negotiation styles across regions
  • Attitudes to time
  • hierarchy and verbal commitment
  • The place of the personal relationship before commercial discussion
  • Indirect communication and reading signals of refusal
  • The role of the interpreter and language precautions

3Conducting the meeting

Holding your price without damaging the relationship

  • Opening the discussion and uncovering the real stakes
  • Arguing value in response to a discount request
  • Handling objections on price
  • lead time and guarantees
  • Common pressure tactics and possible responses
  • Managing negotiations conducted remotely

4Securing the deal and closing

Protecting the margin through the contract clauses

  • Incoterms and the allocation of transport costs and risks
  • Payment terms and instruments suited to the country risk
  • Price
  • price revision and dispute resolution clauses
  • Formalising the agreement and confirming the commitments made
  • Managing the relationship after signature and preparing renewal

Who is it for

Export sales staff · regional managers · owner-managers of exporting SMEs · international business development managers and export order-management teams.

Prerequisites

Some experience of selling to or managing international customers is desirable.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.