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    This document discusses international business negotiations. It defines international business negotiation as deliberate interactions between two or more social units from different countries attempting to define or redefine their interdependence in business matters. Examples given include company-company, company-government, and interpersonal interactions over business deals. The negotiation process involves preparation, the actual face-to-face negotiation, and following up on agreements or compromises. Culture plays a key role in negotiations, with different cultures having different negotiation styles, values, and assumptions. Cultural factors can influence goals, communication, time orientation, risk tolerance, and views on agreements in international business negotiations.

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    This document discusses international business negotiations. It defines international business negotiation as deliberate interactions between two or more social units from different countries attempting to define or redefine their interdependence in business matters. Examples given include company-company, company-government, and interpersonal interactions over business deals. The negotiation process involves preparation, the actual face-to-face negotiation, and following up on agreements or compromises. Culture plays a key role in negotiations, with different cultures having different negotiation styles, values, and assumptions. Cultural factors can influence goals, communication, time orientation, risk tolerance, and views on agreements in international business negotiations.

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    16 views14 pages

    International Business Negotiations

    Uploaded by

    shadhu01
    This document discusses international business negotiations. It defines international business negotiation as deliberate interactions between two or more social units from different countries attempting to define or redefine their interdependence in business matters. Examples given include company-company, company-government, and interpersonal interactions over business deals. The negotiation process involves preparation, the actual face-to-face negotiation, and following up on agreements or compromises. Culture plays a key role in negotiations, with different cultures having different negotiation styles, values, and assumptions. Cultural factors can influence goals, communication, time orientation, risk tolerance, and views on agreements in international business negotiations.

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    of 14

    VP

    INTERNATIONAL BUSINESS

    INTERNATIONAL BUSINESS NEGOTIATIONS

    BUSINESS NEGOTIATION
    Business Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement

    International Business negotiation


    The deliberate interaction of two or more social units originating from different nations, that are attempting to define or redefine their interdependence in a business matter.

    WHEN TO NEGOTIATIE

    EXAMPLES

    Company-company Company-government

    Solely interpersonal interactions over business matters such as sales, licensing, joint ventures, and acquisitions

    THE NEGOTIATION PROCESS

    FRAMEWORK OF IB NEGOTIATIONS

    NEGOTIATION STAGES

    PreNegotiation preparation and planning

    Actual negotiation - face-toface interaction

    Post- stages concessions, compromises, evaluating the agreement, and following-up.

    TYPES OF NEGOTIATIONS
    1.Distributive bargaining (win/lose) Ex..labor management 2. Integrative negotiation(win/win) Ex. Business negotiation

    CULTURE NEGOTIATIONS

    It provide s the context for negotiat ion

    Culture consists of traditional (i.e. historically derived and selected) ideas and values

    Differ from culture to culture

    Negotiatin g style

    EXAM

    OBSERVABLE BEHAVIOR Can learn a lot, but likely to focus on dos and donts Often leads to superficial understanding

    SHARED VALUES Requires inferences from observed behavior and learning about a culture More powerful, because values drive (partially) behavior
    SHARED ASSUMPTIONS Very abstract these drive our values but are very hard to determine Very powerful, helps truly understand a culture

    Cultural Values on International Business Negotiation Process

    Goal

    Protocol
    Communication

    Time
    Risk propensity
    Groups versus individuals

    Nature of agreements

    PROFILE OF AN INDIAN NEGOTIATOR


    Looks for and says the truth Is not afraid of speaking up and has no fears Exercises self-control

    Seeks solutions that will please all the parties involved


    Respects the other party Neither uses violence nor insults Learns from the opponent and avoids the use of secrets

    CULTURAL DIFFERENCES AFFECTING OTHER NEGOTIATION PROCESSES


    Relationships orientation Emotional Aspects Decision Making Frame Contracts Womens issues Misinterpretation

    REFERENCE
    International Business by John D. Daniels

    The success of international business relationships depends on effective business culture negotiations

    Thank You

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