International Negotiations

An Interactive Approach
 INTERNATIONAL
NEGOTIATION

 More complex than domestic negotiations

 Differences in national cultures and differences
in political, legal, and economic systems often
separate potential business partners
 STEP 1:PLANNING
N
e
g S STEP 2: BUILDING THE
o t RELATIONSHIP
t e
I p STEP 3: EXCHANGING
a s INFORMATION/FIRST OFFER

t
I STEP 4: PERSUASION
o
n
STEP 5: AGREEMENT
 Stages of Negotiations

3
4
High
2
Importance 1 3
4
2
Japanese
1 USA
Low
1= build rel.
2= info. exch.
3= persuasion Time
4= agreement
 NEGOTIATION TACTICS
 Promise  Commitment
 Threat  Self disclosure
 Recommendation  Question
 Warning  Command
 Reward  Interrupting
 Punishment
 Normative appeal
 Negotiating Styles
BEHAVIOR AMERICAN JAPANESE BRAZILIAN

Silent 3.5 5.5 0

periods/30

Conversa- 10.3 12.6 28.6

tional
overlaps/30

Facial 3.3 1.3 5.2

Gazing/10

Touching/ 0 0 4.7
30
 IB Negotiation Exercise

 You will be assigned a negotiating Role

 Plan your exercise (5 minutes)
 Negotiate with your opposing team, see
Role assignment sheet (10 minutes.)
 Complete questionnaire
 Debrief
 Results of Negotiations
 Successful Negotiators
 Consider more  More flexible
outcomes  few irritating
 Focus on phrases
common  fewer counter
ground proposals
 Long run view
 Preferences for Broad Agreements

50

40

30

20

10

% Preference for Broad Agreements

Padmalochan & Rsmi

CONCLUSION
THANKS