Negotiating with Foreign Governments

As multinational companies expand their global footprint, they must strengthen relationships with national and local officials around the world. Doing so requires executives who possess the skills and expertise to advance corporate interests and deliver meaningful results. Whether the focus is on laws and regulations, market access, risk management, or domestic and foreign policies, corporate leaders rely on their international teams to navigate complex governmental landscapes, build trust and exert influence.

In essence, this is the work of diplomacy — and it’s our specialty. The key difference is that, while diplomats pursue national interests, corporate executives work to advance business objectives. In negotiations, both in diplomacy and in business, success depends in large part on one’s ability to reshape the other side’s perceptions and calculations, so that it does in whole or in part what one wants it to do, because it comes to see that doing so is in its own best interest.

While the core of this course focuses on negotiating with foreign governments, it develops other essential competences that underpin successful negotiations, such as diplomatic and cross-cultural communication and diplomatic protocol. The course provides an interactive and immersive learning experience, complete with case studies, simulations and other practical exercises.

Our instructors are career ambassadors who share insights they gained by practicing diplomacy and managing international relations at the highest levels for decades.

Trainees receive a certificate from the Academy.