MBA G506 Topic-15: International Negotiation ‘1. Whatis International Negotiation? International Negotiation adresses the processes of negotiations concerned with + Political + security, + Environmental, + ethnic, + Economic, Business, + Leal, + Scientie, nd + cutural issues and confcts Negotiation Skills & Techniques Outline a 2. Whats International Negotiation? 2. Elements ‘3. What Makes international Negotiations Diferent? 4, Characteristics of Negotiators inthe lerof importance 5. Doingas the Romans De 6, Universal Principles of Negotiation 2. Elements of International Negotiation Ee + Negotiation rvrorment + Negotiation setting + Negotiation process + Thinking under pressure = Perceive &explolt power + Judgment inteligence + Win respect & confidence + Verbalexpresiveness integrity + Productknowedge + Demonstrate istning sil + Perceive eplet power + Bread perspective + testy + Verba expressiveness Second Semester 2016-2017MBA G506 Negotiation Skills & Techniques 4. Characteristics of Negotiators in the Order of importance negotiations "Perens &deteminton = Preparation planing on “+ Win respect & confidence + Thinking under pressure + * + Prpuraon pling sil + odmet nd ittgece a + Product knowledge + Verbal expressiveness integrity + Producthnowledge + ludgmentandintetigence _« Perceive andexplot power ae fctfinkng Sd ging & con ming — . iene tg flap 5. Doing as the Romans Do. a 5. Doing as the Romans Do ‘This common advice when negotiating internationally + Moderate adaptation may be beter i + May be able to adapt completely ently when very familor + Negotiators may not be able to modi their with country cffectvely proach + Consider cultural “brokers” when very unfamllar witha county + Other side may als try to modty + Articulate the cultural diference, agree In advance to work + knowing how a given nationality negotiates with its throught, peers may be misleading fr your negotations with them Best abvice + Prepare, prepare, prepare. 6. Universal Principles of Negotiation | a Getuzedo te des of beng foreigner 2. Get yourself organted for iternational business ave 2 Lear something about the manners and eurtome ofthe peopl wth 44 Agus the pce of your negotiating to that f people with whom you rekaonto do bres. 5. Develop thesis of negoiting that are the same world over 6 Youshwayshave the option of saying, nto a deal 7 culate the habit of never geting inved in scusons oF ements upon any country’ pats, relign, 1 Treat everyody with whom you dal with the greatest of personal 5. Aways endeavor tothe es of your abit to meet the terms ofthe 10. Deciding how to condut your business tas abroad. Second Semester 2016-2017