Negotiate like a local

by Marc Jacobs

7 Mindsets to increase your success rate in international business.

Our new book, now available on  

An invaluable guide to anybody involved in international negotiations in business or any other field.  Although supply chains and communications may have globalized, stubborn cultural differences between people remain.  The authors have extensive experience and some illuminating anecdotes, but, importantly, they have filtered their experience through established research into cultural differences, and consequently, their guidance is reliable and transferable.  Adapting to local styles of doing business is often the difference between success and failure – this book gives the reader a valuable advantage.

Professor David Arnold, London Business School (UK), China Europe International Business School (China).

“Nothing is more practical than a good theory’’ (Kurt Lewin, 1890-1947). That may be so, but even a good theory may need some interpretation. This is precisely what Jean-Pierre Coene and Marc Jacobs have done. These two authors had long careers in business, came up against many problems, found that theory could help them, and have now put their learning into a comprehensive format. If you are an experienced salesperson, then you know that, across borders, amazing and often frustrating surprises happen. This book will allow you to make sense of your experiences, and to reach better deals in the future. It uses, and interprets, the 6-dimensional model of national cultures developed by Geert Hofstede and others. That means it is based on solid ground, not hot air.

The book is eminently practical. It reads like a novel, using brief and clear summary of theory, well-chosen metaphors and a wealth of examples from real business life. Read it before establishing new contacts, and return to it when you wish to make sense of your experiences. I have no doubt that both you and your future business partners will benefit.

Professor Gert Jan Hofstede, University of Wageningen

6 Mental Images to help you make sense of Intercultural Challenges

by Marc Jacobs

Have you ever wondered what the underlying dynamics of Brexit are?

Do you know why many Chinese say ‘YES’ when they mean ‘NO’ or ‘MAYBE’?

Why do the Dutch speak in such a blunt way?

At Itim International, we specialise in answering these questions to help you be more effective in any multicultural environment.

Please click here to read the full article published by HROne

Golden Bridge Awards : Winners Day

by Marc Jacobs

Workshop: Using intercultural intelligence to your advantage in International Business Development

January 12, 2017: Hosted by the British Chambre of Commerce in Brussels and the Belgian-Luxembourg Chambre of Commerce in the UK , the workshop was conducted with the winners of the prestigious Golden Bridge Awards.

Open Course “Developing Intercultural Competence”



Managers, employees and individuals who want to work more effectively in a global environment.


Using a multi-method approach including case studies and lively intercultural discussions, this programme will:

  • Introduce you to Hofstede’s 6-D model, a scientifically based tool that will optimise daily working practices in an intercultural context
  • Increase your knowledge of and insight into the importance of your own culture in determining your behaviour
  • Emphasize the significance of other cultures’ behaviours, assumptions, reactions, and expectations
  • Sensitise you to identify and deal with cultural challenges in your day-to-day work


  • When: November 16, 2016 from 9 am until 4:30 pm
  • Where: House 17, Rue du Nord 17, L-2229 Luxembourg (Parking Théatre)
  • Price: 400 € excl. VAT per participant payable before the start of the course
  • Language: English (The trainers also speak Dutch, French and German)

Registration via Eventbrite


More information on our website or download the BROCHURE