Course 209: Negotiating Effectively with a Diverse Clientele
June 16-17, 2026, at 8:15 am to 5:00 pm
Country Inn & Suites (E-Town), Large Conference Room
107 Buffalo Creek Drive, Elizabethtown, KY 42701

 

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• Course Number: 209

• Course Title: Negotiating Effectively with a Diverse Clientele

• Course Level: Intermediate

• IRWA Credits: 16 QEU/CEU

• AQB Credits: Not Applicable

• Prerequisites: Not Applicable

 

This course explores the processes, dynamics, challenges and opportunities involved when negotiating with a diverse clientele, with the goal of maximizing each participant's personal negotiating power and effectiveness.  Participants will increase their cultural awareness and sensitivity, gain awareness of different negotiation styles, learn intercultural communication skills for resolving conflicts and will be exposed to collaborative negotiation for reaching mutually satisfying agreements with people of diverse backgrounds.  Participants will also gain a greater understanding of the causes and roots of misinterpretation, which can cause cultural collisions due to factors such as: the dynamics of communication, behavioral prescriptions, assumptions, perceptions, values, reasoning styles, attitudes, language, social relations, ethnocentrism, ambiguity, orientations and patterns, formality, emotion, different values, attitudes and reasoning styles and their relationships to communication and negotiation.

 

Credentialing

 

• New SR/WA: An intermediate elective course that can be applied towards the SR/WA designation.

• Specialist: An intermediate elective course that can be applied towards the R/W-AMC, R/W-EC and R/W-NAC certifications.

 

Topics

 

• Intercultural Negotiations

• Intercultural Competence

• Building Relationships across cultures

• Intercultural communications

• Cultural dimensions comparison

• Language and culture

• Descriptive vs interpretive statements

• Dimensions of diversity

 

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