This document discusses international business negotiation. It begins by defining negotiation as communication between parties aimed at reaching agreement. The stages of negotiation are then examined, including planning, understanding alternatives and developing strategies. Barriers to negotiation like cultural differences, language issues and legal boundaries are also reviewed. The document proposes ways to achieve win-win outcomes and concludes that understanding effective negotiation strategies is important for business management to create competitive advantages.

1. INTERNATIONAL BUSINESS NEGOTIATION
NAME;
COURSE PROFESSOR:
COURSE CODE:
DATE OF PRESENTATION:

2. W h a t i s N e g o t i a t i o n
S t a g e s o f N e g o t i a t i o n
Barriers to negotiation
Barriers in negotiation in international business
Ways to achieve win situation
Conclusion
Reflection
TABLE OF CONTENTS
References

3. Communication between two or more
parties (Shonk, 2021).
Aimed at bringing agreement or
consensus over a matter.
In business negotiation is communication
aimed at coming to terms on a matter.
Example negotiation between a seller and
buyer over price of a product.
What is negotiation

4. Stages of Negotiation

5. Negotiation Planning Cont.
Understand the business target.
Understand the best alternative to a
negotiation agreement (BATNA).
Develop strategies, negotiation
approach and tactics.
Plan and prepare for the
negotiation meeting.

6. B a r r i e r s t o N e g o t i a t i o n
Negative outlook
Focus on wrong
objectives
Attitude of
winning over
business
objectives
Lack of empathy
Emotional
Control

7. Barriers to negotiation in international
business environment
Cultural difference
Language
difference
Legal
boundaries to
international
trade

8. Ways to achieve a win-win outcome

9. CONCLUSION
All business transaction involve negotiation.
The business management should
understand effective negotiation strategies.
And how to use the strategy in different
business situation.
To create competitive position for
the business.

10. Reflection
The understanding on various negotiation strategy
as well as the business situation they cause has
changed my understanding.
Previously I knew negotiation was a matter of
agreeing with the other party.
I was not aware of various strategies to use to yield
different result.
In future I hop to use such strategies to improve the
business position of my company as well as create
sustainable relationships with customer and
suppliers.
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11. References
•de Oliveira Dias, M. (2020). The Four-Type Negotiation Matrix: A Model for Assessing Negotiation
Processes. British Journal of Education (BJE), 8(5), 40-57.
•Filo, K., Fechner, D. and Inoue, Y., 2020. Charity sport event participants and fundraising: An
examination of constraints and negotiation strategies. Sport Management Review, 23(3), pp.387-
400.
•Mazei, J., Mertes, M. and Hüffmeier, J., 2020. Strategies aimed at reducing gender differences in
negotiation are perceived by women as ineffective. Sex Roles, 83(9), pp.580-594.
•Thompson, L. (2019). The mind and heart of the negotiator. Pearson.
•United Nations. (n.d.). Fundamentals of negotiation. https://www.un.org/en/model-united-
nations/fundamentals-negotiation
•Woodside, A. G. (2019). Organizational culture, business-to-business relationships, and Interfirm
networks. Emerald Group Publishing.
•Yoon S. (2017, January 3). 7 Negotiation Elements We Can Learn From Harvard. Legalization.
https://legalvision.com.au/7-negotiation-elements-we-can-learn-from-harvard