Skills for International Business


Estrategia, Habilidades Directivas y Organización

Edition: XXXIII
Start: 26/06/2020. Registration closed until the next edition.
End Registration: 26/06/2020

The purpose of this course is to improve the negotiation skills of all those who in their professional activity are dealing with customers, suppliers, distributors, partners etc. in other countries.

We will provide technical and necessary strategies to negotiate effectively in an international context and for this we will deal with the following:

  • What is negotiated and what kinds of international negotiators are there?

  • How to set the margin for manoeuvre in international negotiations?

  • What stages make up the negotiations process in foreign markets?

  • What are the negotiating tactics used by most international executives and what measures exist to encounter them?

  • How important are the cultural differences in the success of international negotiations?

  • What are the rules that govern the protocol in international business?


Goals and Student Profile


After completing the course the participant will be able to:

  • Identify the differences between a national and international negotiation.
  • Understand the phases of a process of international negotiation.
  •  Analyze the key aspects of international negotiations; what is negotiated? With whom?
  • And how do you negotiate?
  • Learn the techniques most used to negotiate and the management of concessions.
  • Adapting to cultural differences in major world markets
  • Learn the etiquette and customs of the countries in trading


Student Profile

ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.

Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.
We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.



1.            The international executive: negotiating experience and learning

2.            The margin of negotiation: the starting position and breakdown.

3.            Differences in international negotiation: products, countries and customers.



1.            What is negotiated? Purchase agreements, distribution and strategic alliances.

2.            Types of negotiators (Self Test).

3.            The concession management.

4.            The stages of international negotiations

5.            Opening and closing strategy



1.            The cultural context of the negotiation.

2.            Cultures of “high context” and “low context”

3.            Negotiation styles by geographic areas

4.            The protocol in international business


Bachelor Degree in Economics from the Complutense University of Madrid. Degree in International Business from the University of Cambridge. (UK)
More details
Director of Global Marketing Strategies, a company specializing in consulting, training and publication of foreign trade and international marketing. He has 30 years of professional experience always in the field of international business, namely: market research and identification of business opportunities abroad, management and brokerage of foreign trade operations; methodologies for diagnosis of enterprises and internationalization plans , consulting on project evaluation and external risk policy, business information systems of countries and companies, training of management executives in the international area. Professor in different schools like IE Business School, EOI and CECO. He is the author of numerous publications on foreign trade, among them are his books: "How to negotiate successfully in countries", "International Negotiation: strategies and cases" and "International Marketing"

Specified time period and Place

Specified time period:  This course has and extension of 20 contact ours at ENAE premises.

Timetable: This course is delivered on Friday from 16:30 h. to 21:30 h. and Saturday from 9:00 h. to 14:00 h.

Place and Address: Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain

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Terms of Payment and Scholarships

Are you interested? Obtain the following benefits:

Price: 390 €

ENAE Business School offers the following discounts:

Partner companies of FUERM, their workers, and the members of Asociacion de Antiguos Alumnos of ENAE Business School will obtain a 10% of discount.

See if your company is a member of FUERM and ENAE


If the amount of the program is paid by your company through the credit offered by the Tripartite Foundation you may recover all or part of the amount of the program in ENAE Business School, discounting the amount to be credited for the payment of social insurance.

Part of the amount paid of our training programs, in-person and In Company, could be recovered through the Tripartite Foundation (only Spanish companies).

Ask us for more information. We make the process for obtaining the discounts to all those students who request it, at no additional cost to your training.

Admission Process

This program is part of a Master that has limited availability. Taking this course will provide you great oportunities for expanding your professional networks. Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.


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