International Negotiation

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In order to successfully negotiate with international customers one needs impressive presentation skills, proper understanding of cultural nuances of the party with whom one plans to negotiate. Negotiations in the international scenario are governed by 4Cs they are common interests, conflicting interests, compromise and criteria. Government authorities can be viewed in two different view-points namely hierarchial view and bargaining view.

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International Negotiation

  1. 1. Chapter 18International Negotiation International Marketing Chapter-18 International Negotiation
  2. 2. Objectives What are the 4 Cs of negotiation What are the stages of negotiation What are the prerequisites of effective negotiation What is negotiating with regulators International Marketing Chapter-18 International Negotiation
  3. 3. IntroductionNegotiating with international customers,partners and regulators often requires a lotof meticulous preparations and skill.Successful negotiation demands threadbareanalysis and evaluation of the commercialand their impressive presentation and properunderstanding and appreciation of thecultural nuances of the negotiation a partyand skillfully navigating the negotiationprocess accordingly. International Marketing Chapter-18 International Negotiation
  4. 4. 4 CS of Negotiation Common interests Conflicting interests Compromise Criteria International Marketing Chapter-18 International Negotiation
  5. 5. Stages Of Negotiation Preparation Non-task sounding Task-related information exchange Persuasion agreement International Marketing Chapter-18 International Negotiation
  6. 6. Prerequisites For Effective Negotiation1. Selection of the appropriate negotiation team.2. Management of preliminaries, including training, preparations, and manipulation of negotiation setting.3. Management of the process of negotiations, that is, what happens at the negotiation table.4. Appropriate follow-up procedures and practices. International Marketing Chapter-18 International Negotiation
  7. 7. Cultural Problems InInternational Negotiations1. Language and non-verbal behaviors2. Values3. Thinking and decision making processes International Marketing Chapter-18 International Negotiation
  8. 8. Negotiating With Regulators In many instances government is a party in international business negotiations. There are two view points of the governmental authority 1. Hierarchical View 2. Bargaining View International Marketing Chapter-18 International Negotiation
  9. 9. Determinants Of BargainingPower1. Relative importance of the project2. Alternatives3. Urgency4. strengths. International Marketing Chapter-18 International Negotiation
  10. 10. SummaryNegotiation with international customers,partners and regulators requires impressivepresentation and proper understanding andappreciation of the cultural nuances of thenegotiating party.Common interests, conflicting interests,compromise and criteria are the 4 Cs ofnegotiation.There are two view points of governmentauthority; hierarchical view and thebargaining view. International Marketing Chapter-18 International Negotiation

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