qwertyuiopasdfghjklzxcvbnmqwertyui

opasdfghjklzxcvbnmqwertyuiopasdfgh
jklzxcvbnmqwertyuiopasdfghjklzxcvb
nmqwertyuiopasdfghjklzxcvbnmqwer
International business negotiation

tyuiopasdfghjklzxcvbnmqwertyuiopas
Sheikh umair arif

dfghjklzxcvbnmqwertyuiopasdfghjklzx
005

cvbnmqwertyuiopasdfghjklzxcvbnmq
Sir Bilal Ijaz

wertyuiopasdfghjklzxcvbnmqwertyuio
pasdfghjklzxcvbnmqwertyuiopasdfghj
klzxcvbnmqwertyuiopasdfghjklzxcvbn
mqwertyuiopasdfghjklzxcvbnmqwerty
uiopasdfghjklzxcvbnmqwertyuiopasdf
ghjklzxcvbnmqwertyuiopasdfghjklzxc
vbnmqwertyuiopasdfghjklzxcvbnmrty
uiopasdfghjklzxcvbnmqwertyuiopasdf
ghjklzxcvbnmqwertyuiopasdfghjklzxc
vbnmqwertyuiopasdfghjklzxcvbnmqw
ertyuiopasdfghjklzxcvbnmqwertyuiop
asdfghjklzxcvbnmqwertyuiopasdfghjkl
zxcvbnmqwertyuiopasdfghjklzxcvbnm
Table of Contents
Acknowledgement..................................................................................................................................2
International Business Negotiation INTRODUCTION AND PURPOSE.............................................3
The Role and Development of Debate on in Commercial Diplomacy:.............................................4
Features of international negotiation:.................................................................................................6
1. Multiple parties:..........................................................................................................................7
2. Multiple motivations:..................................................................................................................7
Considerations of international negotiation:......................................................................................8
Preparation of international business:................................................................................................9
Types of parties and form of negotiation:........................................................................................12
Different patterns of business negotiation agreement:.....................................................................14
Value system in negotiation:............................................................................................................14
Four tips for negotiation in china:....................................................................................................15
International business negotiation technique:..................................................................................16
International negotiation strategies:.................................................................................................19
Article Summery..............................................................................................................................21
Title of Article:.................................................................................................................................21
Name of Journal:..............................................................................................................................21
Variables:..........................................................................................................................................21
Hypothesis:.......................................................................................................................................21
Methodology:...................................................................................................................................21
Conclusion:......................................................................................................................................21
Title of Article:.................................................................................................................................22
Variables:..........................................................................................................................................22
Methodology:...................................................................................................................................22
Test:..................................................................................................................................................22
Conclusion:......................................................................................................................................22
Title of Article:.................................................................................................................................23
Variables:..........................................................................................................................................23
Methodology:...................................................................................................................................23
Conclusion:......................................................................................................................................23
 Acknowledgement
My thanks are for Almighty ALLAH for His guidance and support. He enabled me to
complete this Project.
I am thankful to my respected teacher Dr. Bilal Aziz, as without his support and
valuable guidance this research work could not have been completed.
 International Business Negotiation
INTRODUCTION AND PURPOSE

Negotiation plays an important role of international business. Parties (governments, businesses etc.)
applied at the art of negotiation to protect and enhance their organizational interests. The skillful use
of negotiation can enhance a negotiator’s interests and help to avoid less attractive alternative, e.g.,
trade wars or protracted dispute settlement procedures under the World Trade organization.

An effective negotiation process can lead to positive outcomes that can result in the promotion of
important international business purposes including economic development, business interests,
environmental protection, labor rights, and political stability, all of these can minimize the a impacts
of poverty that can lead to disturbance and war.

For students and practitioners who may not involve in the role of negotiator in the heavy stakes fight
of international negotiation. Most of the professionals agree on frequently in the performance of their
jobs. Whether negotiating for a promotion, vacation, or promotion to a supervisor or negotiating
with subordinates over work assignments, deadlines, or workplace conflicts, we all agree on all the
time. No training Performa can guarantee success in any particular negotiating setting, but everyone
can improve their negotiating skills to increase the chances of successful outcomes.

A first step in approaching the improvement of your own negotiating technique is to develop an
awareness of when you are involve in a negotiation of small or large outcomes from negotiation.
Most of the people remove their own self-interest by not paying attention to their own role and
participation in day to day negotiation process.

Depending on the nature of negotiation, different skills must be employed and options exercised to
achieve agreement between or among parties. International debate on in the broad context of trade
relations may include debate on extra charges, tariffs, and quality debate on over broad principles
related to the environmental, labor, health & safety, or other impacts of trade related agreements.

The purpose of international business negotiation is to provide the future business man about the
following analytical skills which are listed below:

 Problem identification and development of negotiation goals and strategies

 Identification of parties (facilitators) and their interests and priorities
 Development of multiple options (solutions) that will maximize the probability of
positive outcomes for all parties to the process

Development of specific skills in the following areas:

 Negotiation strategy
 Pre-negotiation research and planning
 Negotiation skills and technique to be employed throughout the negotiation process
 Developing durable agreements with an idea on successful implementation of the agreement

The Role and Development of Debate on in Commercial Diplomacy:

Before clarifying the element of International business arrangement, it is important to depict the part
of level headed discussion on that comes in the global business fields of business tact. Business
strategy is an action that is made by state delegates with political status in perspective of business
advancement between two nations home and a host nation. It goes for empowering business
advancement through business advancement and help of exercises.

Most worldwide exchanges (cash exchange that cross national fringes, includes two unique nations)
that include exchange and speculation are concur and between two private gatherings: amongst
purchaser and merchant, shipper and exporter, business and worker and so forth.
Level headed discussion on include in business tact include a wide scope of facilitators , bunches
who speak to the business , strategy, political and financial premiums, lawful premiums influenced in
terms of professional career and speculation approach choices that assistance in basic leadership.
Each of these gatherings impacts the approach result through level headed discussion on. The most
noticeable level headed discussion on turns out in the exchange approach field are the verbal
confrontation on turn out between governments. Such government to government banter on, are gone
before by serious level civil argument on inside the individual nations on the nation's arranging
position. Inward level headed discussion on frequently begin inside the individual firms, industry
affiliations, government offices, administrative firm, and non-legislative associations that have a
stake, and are trailed by the arrangement among facilitators to influence the strategy result.
Organizations that cross national outskirts impact the separate governments in parallel. Private
facilitators, in the case of following up on their own agents of a Partnership, concede to with the
different government offices and lawmakers associated with the basic leadership process and
eventually these administration organizations and legislators concur on with each other to touch base
at an arranging position for their nation. These inside level headed discussion on are excessively
extreme and take a ton time than the administration to government wrangle on.

Each of the facilitator bunches associated with the exchange arrangement, basic leadership and
arranging process with their own particular enthusiasm for discuss on. As we examined in the first
place, these interests and are the way to organized way to deal with wrangle on that has the most
noteworthy shots for a fulfillment result. The interests that impact the places of numerous facilitators
in the private segment are basic straight forward, and not hard to examine. The interests of
governments are frequently significantly more hard to distinguish on the grounds that administrations
speak to all the different interests of society. The effective arbitrator will set him up by breaking
down the interests. The primary contact is normally best drew nearer as a casual data gathering
exertion. All things considered, the undertaking chiefs might be not well educated about the
particular directions at issue, or the authoritative rules took after by the capable workers.

Once the actualities have been cleared, and an arrangement has been distinguished that is issued, the
transaction should move into a critical thinking stage. A critical thinking approach, incorporate
judgments about who is correct or wrong, supports adaptability by the arranging accomplices. The
best method to use in this sort "win-win arrangement". It is self-evident, some arrangement issues are
raised by exporters or speculators are without avocation, while other strategy activities raised by
governments are not exceptionally defendable. In these circumstances, in some cases the best
arrangement is an effortless result of issue before issues of face troublesome.

On the off chance that endeavors to determine the issue through a critical thinking approach come up
short, the level headed discussion on may move into a third stage , which is more formal phase of
transaction, amid which the moderators may expand the political and legitimate weight on the
opposite side gathering. There is expanded hazard at this phase the transaction may transform into a
zero aggregate diversion sort of arrangement, in which one side or alternate needs to lose for
determination of the issue. Zero whole diversion kind of transaction is exceptionally hard to
determine, and best mediator will dependably pick the choice of win-win circumstance.

An arrangement that remaining parts same as begin might be alluded as debate settlement process.
Many exchanges distinguish a procedure for settled question that can't be settled through civil
argument on. A few types of question game plan, for example, intervention that assume part as an
outsider, are an organized and type of transaction.

While most everyday level headed discussion on between governments on worldwide issues
concentrate on particular business issues made by particular strategy measures, the verbal
confrontation on that get the most consideration are far reaching government to government banter
on that cover an extensive variety of items and approach issues. Illustrations are respective facilitated
commerce discuss on went for evacuating most obstructions to exchange and venture between
nations, or the multilateral rounds of exchange wrangle on completed. These civil argument on
normally address both the diminishment of an extensive variety of exchange hindrances and the
arrangement of exchange strategies. These open deliberation on by their extremely character must be
drawn closer as win-win discuss on, in light of the fact that no arrangement is conceivable without
each gathering concurring that the proposed understanding is to its greatest advantage. Guidelines
construct banter with respect to, need to begin from the ID of basic interests that may be progressed
through the reception of the run the show

Another kind of transaction in business tact is Zero aggregate amusement in which one government
ought to be dispense with, a prohibitive business strategy act by another legislature. Also, it takes
remarkable aptitudes to change over it into a win-win transaction.
Another sort of transaction may be one between a facilitator let well enough alone for an assention
and the gatherings to a concede to understanding. The bothered facilitator could be a nation
influenced by a respective understanding between two different nations, or a non-administrative
association that trusts its strategy advantages have not been enough considered by the legislature and
business agents that worked out the arrangement.

Each of these different sorts of level headed discussion accessible if the need arises for an alternate
arranging style and diverse arranging abilities. Level headed discussion on went for characterizing
basic interests whether that includes the transaction of a Partnership, the arrangement of a typical
game-plan or the arrangement of regular standards or guidelines, requires a delicate deals approach
that attention on basic interests and a lot of shared trust among arbitrators on the honest to goodness
duty of the arranging accomplices to the first objectives. Open deliberation on finished duties and
shares require an all the more hard approach that portrays all facilitators that the concur on result was
as well as could be expected be accomplished. Critical thinking transaction fall some place in the
middle of the arrangement. Each side to the verbal confrontation on must safeguard its interests, yet
in addition must have the capacity to depict that the two sides can pick up from both the approach
and the business parts of an assention.

Features of international negotiation:

1. Multiple parties
2. Multiple motivations
3. High concern and role of governments
4. Important role of the context of negotiation

The main features of international debate on are detailed discussed below:

1. Multiple parties:

Whether the issues involved have commercial or non-commercial objectives, their result have far
effects on the parties involved. Hence from three main parties, in collaboration debate on, namely the
host country, the host country's government and the foreign collaboration, many other interests are
also involved, which have to be kept in mind during the process of negotiation.

For example, when Mitsubishi and Chrysler are negotiating a joint business in Japan some years
ago, it takes many years to complete. Among other reasons, an important one was that in the case of
Mitsubishi, it had to take care of the interests of the Ministry of Trade and Industry MITI,
Government of Japan, the politicians, bureaucrats, other competitors like Nissan and Toyota, media,
Mitsubishi's relationship with the U.S. Government, and the Japanese people.

2. Multiple motivations:

Each player has its own personality and according to their personality they have different interest,
which must be analyzed by the parties before negotiation.

I. High concern and role of governments:

The governments of both nations, and especially of the host nation, play very important role by
policy and regulations they enforce to their overall concern for the industry and the growth of their
economy. While the businesses are more concerned about the level of profitability, the concern of the
host government is to promote local ownership, local sourcing, import substitution, employment
creation in their host country.

II. Important role of the context of negotiation:

At the micro level, it involves consideration of four Cs:

 Common Interest

 Conflicting Interest

 Criteria

 Compromise Level

At the macro level, the contextual factors to be considered are:

o Government plays an important role in negotiation (Political context)

o Economic factor

o Social factor

o Cultural factor

At the economic level are questions dealing with exchange rate stability, laws on remittances,
restrictions on margins, corporate tax laws, double taxation arrangements, market size and potential,
tariff and non-tariff barriers, etc.

At the socio-cultural level, it is important to understand that each person represents the interaction of
his own personality with the collective forces of the socio-cultural.

Considerations of international negotiation:

1. Empathy

2. Role of government

3. Decision making characteristics

4. Organizing

These major considerations that can be undertaken into account in international debate on are
explained below:

1. Empathy:

The environment of any country should be understood and accepted, not questioned are arise. There
must be an understanding of the different ways of thinking and behavior. Some examples are:

 Different attitudes towards legal agreements

 Acceptable negotiating behavior

 Different expectations of human relations

2. Role of Government:

The importance of the government role in any commercial negotiation should be understood,
especially in relation to its attitude toward private companies, perception of the host country
government and attitude toward the foreign government.

3. Decision-Making Characteristics:

At the time of decision making, Attention should be on the political considerations in evaluating
investment, the differences in these levels at which approvals are given, implementation of
negotiation process at the government level, personal relations with other party and personalities
that involved in the host country, and proper allocation of time for negotiation. Without these
considerations, decision making will passes through international negotiation.

4. Organizing:

Negotiation should be organized in an effective way so that we can have an effective outcome of
negotiation. We should pay attention to the changes in negotiation strength of the parties during the
process of negotiation, especially for planning the renegotiation alternatives. The internal
communication within one party should be well planned and the role of the negotiator should be
clearly recognized by other party.

Preparation of international business:

1. Place

2. Language

3. Other factor

There are different factors in the negotiating environment which have effect on the negotiating

process, which are even more relevant in international debate on.

 Place

Where is negotiation take place this is a very curious question today? There are four options:

 At My place

 At Your place

 Some other place

 No place

Sportsmen have knowledge to play on the home ground is more beneficial than playing on other
country. The crowed are sympathetic to their team , changes in team can be easily done if needed ,
and there is well-wisher in home country who give beneficial advise for changes , There is also no
culture issues all player and spectators are according to their culture. While if sportsmen will go to
other country they have to face these challenges discussed above and they have more pressure on
them. A host can always try to make a special impression on the other party with his connections,
and hospitality. But in home country it is easier to get the access of experts.

A negotiation is not a competitive play that one party win and other will lose. It is intended to
create and build a long term relationship. It is more important in negotiation that what we are
learning from them that will help in future. Sometime it will be helpful to agree on in host country
because in home country they might be have some restrictions but in host country they have provided
by more resources which will helpful.

A negotiation at a third country may be useful if there is no need to learn or study more about the
other party that what is the culture and environment of country , what are the attitude of behavior.
This will only occur when many meetings have already take place at each other's country, or there is
a long-standing relationship which the negotiation is trying to expand.

At no place negotiation, in these days of digital technology communication by telephone, fax, and
video conferencing, debate on are possible without travel to each other country. But this negotiation
will occur only at that case that both parties have more strong relationship with each other and they
can easily agree on their own place However, these devices are useful for working out details.

 Time:

The international negotiator only works in three time dimensions:

 Local time

 Home time

 Deal time

There are different cultures in this world before agree on with any country, negotiator should study
the local calendar of that country with whom they want to agree on. Ramadan is not the best month
for negotiating in Muslim countries because Muslims fast from sunrise to sunset for thirty days, there
will be no preferable outcome of negotiation. Similarly, August is a vacation month in France. The
days from Christmas to the New Year are not good days in countries with a predominantly Christian
population. Similarly, it is important to know the country's calendar.
The time period taken in organizing agreement in international debate on could be considerable.
Time is consumed over four phases:

1. Preparation:

Check out our and other party need about the negotiation. Negotiator will prepare himself for
time of negotiation

2. Pre-negotiation

To get to know about the negotiation that other party is committed to agree on at that time. This
will usually involve meetings in other country of the negotiating parties.

3. Diagnosis

To agree on a common concept for the final agreement: e.g., it could be a technology
collaboration, joint venture for the overseas party.

4. Agreement

In this phase, details are worked out of negotiation that we will discuss these things in
negotiation. This leads to the final agreement being signed.

 Language

English is the language of international business; Globally English language is used for
trading worldwide .There are countries in which English is not properly used for
communication. England and America are two countries which are separated by the common
language. How much it is true can be analyzed by, pronunciation of words, grammar, even
the meaning of words,

For negotiation generally countries used English language , because it is spoken worldwide but
some countries do not prefer English language, than they will prefer interpreter of language who
know the both languages of countries He will translate the work to other country in their language
But in this type of negotiation there is the communication Gap .Sometime party want to say
something and he is not expert in business field and he cannot understand properly and communicate
to other country other words that what they are trying to say .In this case there may be not preferable
outcome of negotiation due to communication Gap. Some features of negotiator are listed below

If an interpreter is unavoidable, the negotiator must

 Use his own interpreter – not one given by the other side

 Ensure that the interpreter understands the main features of the business and the purpose of
the negotiation.

 When there is an interpreter, it is essential that statements are short; the short statements
make misinterpretation less likely.

 The negotiator has to think carefully and speak slowly so that what he wants to say is clear.

 The interpreter must get time off after perhaps 90 minutes of interpretation so that he
remains fresh.

Types of parties and form of negotiation:

There is five types of Parties and that develop Negotiation forms .who involve in negotiation are
listed below:

1) Inter-governmental debate on:

Inter – governmental negotiation will held between two parties that are the
government of organization. E.g. Government of Pakistan will agree on with the
Government of China

2) Intra-governmental debate on:

This negotiation will held within the government, within and among one
government, e.g. between government agencies, political parties.

3) Commercial debate on:

Commercial negotiation will held between businesses, companies, corporations.

This may include business debate on related to contracts, sales agreements,
investments, joint ventures, etc.
 4) Internal business debate on:

This type of negotiation will held within the business organization, company or
corporation. Examples: management, labor debate on, human resources, inter-
departmental, union debate on, etc.

5) Nongovernmental Organizations (NGOs):

Intra-group negotiation (within the NGO)

a) Inter-group – between and among other NGOs

b) NGO-business organization

c) NGO-governmental organization

d) NGO-international governmental body

Different patterns of business negotiation agreement:

Each businessman should know the information of standards for arranging concurrences with
different nations. It is imperative to know the lawful practices of every nation with which they are
endeavoring to concede to, They should have fundamental know what about nation guidelines and
control and their way of life. On the off chance that the two nations know about exchanging
arrangements of themselves they can diminish more inconvenience in business and correspondence.

Presently a days, no westerners will lead any business movement with no composed assention and
contract. In some culture, if a man gives some word excessively another it will be the assention and
they will satisfy their words in light of the fact that in their way of life their words have more
esteems. Implicit assentions at some point cause trouble in a diverse circumstance.

It is troublesome for specialist to alter their words to the way that what lawful assention has
importance to others and in their cases it may be entirely unexpected. For instance, a basic factor in
business banter on is whether to concede to toward the start of any business bargain or toward the
finish of the arrangement. In the Middle East, when in doubt if a specialist won't deal toward the start
of the arrangement, he won't have the capacity to deal toward the finish of arrangement on the
grounds that toward the starting he has no issue with respect to bargain.

One of the best challenges agent have look from the way that they think they have a dedication when
they don't even they have no any issue with respect to bargain. The answer for numbness of the
social and legitimate tenets which underlie business understandings isn't a simple one. Assention is
finished regarding society of any nation.

Value system in negotiation:

At the point when specialist goes to different nations to concede to exchange of related products,
they are constantly stunned to find the outside conduct, esteem and traditions that confound their
endeavors to comprehend about the way of life to concur on as needs be. For This reason it is vital
for businessman to really comprehend the different social viewpoints and social standards and
qualities they ordinarily confront while consulting for business, if mediator need to accomplish any
fruitful result. Arbitrator needs to consider the Societal and Environmental elements. Esteem
frameworks influence numerous human suspecting that are vital in forming the general public's
conduct and execution. The investigation of various social esteems shows that any action perform
properly with no inconsistency. Esteem frameworks of a culture allude to the methods for taking a
gander at life that how things are done appropriately as indicated by culture, religious convictions,
and guidelines of conduct. Qualities are convictions whereupon individuals manufactured their lives.
They build up their standards as a directions and everyone need to live as per these qualities and
standards. Each individual's discernment about his general surroundings is distinctive seen through
his optical faculties that how they saw the world and their way of life.
E.g. The Chinese social factors that influence arranging style with western individuals are their pride
and intrigue. The Chinese individuals work under anxiety , tolerance, general trust toward other
individual, and moral and good standards while on other hand, westerners have a tendency to be very
legalistic they accept on the lawful papers that they will legitimize on composed record .They don't
impact any confide in like factor in their judgment.. The Chinese additionally attempt to impact
arrangement forms by disgracing rehearses.

Four tips for negotiation in china:

China is a Fast, rapidly growing and changing country bursting with economic opportunity for locals
and foreigners marketers. Market reforms start in 1979, Gross Domestic Product growth has 9%
average annually. There is no doubt that American entrepreneurs and business person are moving to
China to create new partnerships with Chinese to make their country more growing like china at that
time and first time launch broad-scale international debate on process. There are different steps to
agree on with other country but these are important tips to agree on with china.

 A strong emphasis on relationships.

Negotiation between countries tends to depend on the relationship between the parties
involved; social gatherings are common during the negotiation process .Chinese give more
respect to different people who involve in negotiation or meeting

 High commitment, loose contracts.

Whenever you are thinking to start business with China only one thing keep in your mind that
Chinese are expecting only tryst and relationship that will lead to long term relationship that
will help in business and automatically there will be the positive outcome, often without fixed
terms, and to respond to his shifting needs.

 A long, slow deal-making process. The Chinese focus on building relationships rather than
on contracts tends to prolong the negotiation process. Westerners befriend their counterparts
only after making a deal, while the Chinese make a deal only when some level of friendship
has been reached.

International business negotiation technique:

Business person view themselves as negotiator engaged in international negotiation, but business
negotiators often find the two field’s negotiation skills and negotiation techniques. Rightly or
wrongly. Both diplomats and executives agree on, but an ambassador who is not part of company he
is just Represent Company do not have to worry about protecting the company losing a deal to a
competitor. Negotiator always do mistake for business to dismiss the diplomatic. Diplomacy is the
art of creating and managing relationships between countries through agreements. It also offers
valuable tools for all business negotiators, who also involves in the business of creating and
managing relationships between countries

Here are six rules on negotiation for improving your deal diplomacy and fostering lasting
partnerships.
 1. Great Business Negotiators Agree on Continuous:

There is always need of continual negotiation between countries. To foster open communication,
they urged countries to appoint permanent representatives in other countries, the model for modern
diplomacy. After great negotiation, both parties will stand at a single point with mutual consensus
and sign a contract .A contract is no more than documentation on piece of paper that a court may or
may not decide to enforce. But a relationship implies a connection. A business deal of any significant
duration is a continuing negotiation between parties, who must apply their agreement to unforeseen
circumstances and adjust their relationship to a constantly changing environment. No negotiation can
achieve perfect understanding, especially when you and your partners come from different cultures
or business sectors. Both before and after the contract is signed, negotiators, like diplomats, should
think relationally about the transaction, developing strategies and deploying resources to facilitate
their continuing negotiation. Those who agree on the deal should remain closely involved in its
implementation.

2. Great Business Negotiators Seek to Harmonize Interests:

The secret of negotiation is to harmonize the interests of the parties concerned for negotiation.
Diplomats know that the key to building long term relationships lies in understanding other countries
priorities. Negotiator have to harmonize interest of other country in this way they can build long
term relationship to get the positive outcome of negotiation

By harmonizing the interests of security, Egypt and Israel automatically agreed to set of measures
that gave Israel a sufficient level of security to agree to return the Sinai to Egypt

3. Great Business Negotiators Have the Patience of a Clockmaker:

The Diplomats know very well that creating and managing long term relationships in term of
conflict is a very time-consuming process, Person know that it will take more time to solve the
conflict. American negotiator have the unfortunate to get through debate on, claiming the need for
efficiency because time is money because they very well know the importance of time value , they
very well know that if they will not respect the time today than time will not respect them tomorrow.
Unlike the typical Japanese executive, for example, Americans often reduce negotiation
preliminaries and other forms of personal interaction to a minimum.
Negotiator have the idea that Time is indeed money, but if they will not done their task on time
during a negotiation may result in an un effective deal. A great investment of time on the way of
beginning of negotiation will automatically result into beneficial outcome of negotiation. A
negotiator must behave as a good clock maker would when his clock has gone out of order, At the
most appropriate time they should work on; he must labor to remove the difficulty.

4. Great Business Negotiators Saturate Your Mind:

Great business negotiator always fulfill or satisfy your mind, If any party have any discrepancy about
deal they will not sign a contract until they will not fully satisfy your mind question, Great business
will try to understand you complete idea or deal so that at the end or at the middle of deal they will
be no issue arise and automatically if the deal will go right there is always positive outcome of the
negotiation and both parties will get benefit from this deal.

Contemporary negotiators are always well aware by this advice that how to behave with other party.
Business negotiator often fails to reach agreement or maybe they fail to derive maximum value from
their negotiation because in every negotiation one or both parties did not prepare effectively for their
defense. Probably the worst approach to a negotiation is the common attitude, It is the common
attitude of party at the time of negotiation that let’s hear what they have to say and then we will
decide how to deal with them.

5. Great Business Negotiators Are Apt Listeners:

There is always the rule that best negotiator also known as great communication list because they
have the idea to listen the word of other and trying to understand and act on this I n this way they can
make their negotiation effective. One of the most compulsory quality in a good negotiator is to be an
apt listener. If they want to succeed in this kind of work, one must listen than speak. Best negotiator
will always firstly listen the word of other, give them respect to say first than respond on their words.

More of time, successful negotiation requires effective communication and stand on a single point
about your own words and behavior as well as a keen observation of the other party. The ability to
understand and harmonize interests depends first and foremost on your perceptive powers. At the
time of negotiation on conference table negotiator have different views and perspective of thinking.
Whenever you find yourself in this situation you just think that you are Television director and you
have three monitor screen in front of you and you have analyses thrice screen that have different
perspective at the same time.
Negotiator should focus on these things:

(2) the words and actions of the other side;

That what you are trying to say and what is the reaction of other party

(3) your own words and actions,

That what is the action of you on your own words that are said

(4) The effect of your words and actions on the other side.

That what is the effect of your words on the actions of other party that what will be
the outcome

6. Show Respect

Respect and D respect are fundamental norms of international diplomacy. Both parties should show
respect for other in order to achieve the goal of negotiation. And at the end you will get more respect
for each other and trying to agree on according to culture of the party. If there is Lack of respect for
the other party norms and customs has become the cause of many modern-day debate on to collapse.

Whenever you go about the task, you should manage and keep this information and six tested points
under consideration for successful and long term relationship between negotiator and parties
involving in decision making. They will doubtless help you build strong and lasting relationships
with your external clients and customers. In this way they can show respect toward each other for
long-term and successful relationship of business activities

International negotiation strategies:

The international business negotiation strategies are provided ICC (International Chamber of
Commerce) that helps in negotiating for long term and beneficial outcome of negotiation. They
provide the direction for creating a productive relationship of working that help in long term
relationship. These are the strategies that given below for international negotiation

 Prepare yourself carefully for negotiation

 Always keep right people with your organization that can define your company objective
clearly, and have more knowledge to deal with your parties effectively. Learn at the most
about your negotiating partner so that they have to face less issues regarding cultural and
environmental factor

 Take cultural differences into account

Be ready yourself for the local business practices about your negotiating partner. If you are
more sensitive about your culture than you should also care about other party culture.
Develop a practice that encourage you to question your assumptions for other culture.

 Allocate proper human and technical resources at the time of negotiation

Always use appropriate human and technical resources in negotiation that will help in
negotiation for better outcome of results. Negotiator should use proper human resource for
dealing who have known how about the discussion and they will try to come up with best
results .And they should use technical resources that have positive results proper resources
always result into best result of negotiation.

 Aim to develop reliable working condition with your partner

Aim of negotiation is to develop an open and reliable working relationship with your negotiating
partner for negotiation

 Act with integrity

Negotiator always should work with integrity. If there is less word to say than you should
always say truth to negotiator.

 Be flexible

Always be open to thinking creatively with your negotiating partner about how your interests
may complement each other and be satisfied without diminishing value for other party.

 Always make realistic commitment

 Always agree on those things you think that you can do, and you are expecting that your
negotiating partner can also do

 Always confirm agreement for common understanding

At the end of agreement you should proof read agreement that what you are done with your
partner. Resolve issue on the time of negotiating while creating disturbance at the end of deal.

 Ready for the situation where negotiation is not successful

Always be ready for the not successfulness of negotiation, sometime deal is not done due to some
reason. Debate on may not reach to the end for a variety of different reasons, either within or over the
control of the parties.

Article Summery

Article 1:

Title of Article:

International Business Debate on; Culture, Dimensions, Context

Name of Journal:

International Journal of Business, Humanities and Technology

Variables:

Emotional differences, Legal environment, organizational values, Cultural dimension analysis,

business negotiation, and context of international business
Hypothesis:

Methodology:

Systematic analysis, Comparative analysis, Logical analysis, and synthesis of the scientific literature

Conclusion:
The scientific literature does not investigate the effect of process of cross-cultural negotiation to the
final result of negotiation. Long term attitude towards communication, the power placement and
emotional differences among the parties. These differences in cross-cultural dimensions can
influence the process of debate on between the representatives of different cultures in the negotiation.
In order to create strategy for negotiation process it is necessary to get the negotiation context for
getting efficient outcome. When we are planning for international business negotiation, Preparation
for international negotiation is more complex than domestic organizations because of the differences
of culture and other factors, negotiator have to study the culture of other party before negotiation for
better results. The analysis of the scientific literature tells lack of research on the impact of cross-
cultural context of the negotiation. There is also a need to investigate the formation process of the
negotiation team in an international context of the debate on. The analysis performed the global
scientific literature for international negotiation, cultural dimensions and presented their comparison
that due to culture what impact on international negotiation. There are investigated international
business negotiation context and cognition aspects.
Article 2:

Title of Article:

International Business Negotiation: The case of Pakistan

Journal Name:

Journal of Business & Industrial Marketing,

Variables:

Centralized decision making, Relationship building, time, Agents, Structured negotiation

Methodology:

This research is conducted by short self-administered questionnaire.

Focus of the study was to identify cultural traits displayed by Pakistani negotiator.

Two type of questionnaire was developed; For Pakistani respondents and non-Pakistani respondents.

Pakistani respondents were selectively sampled b/w 22 to 25 years.

Respondents were CEO and senior management.

Non-Pakistani respondents were from 24-45 age who related to the field of marketing, freight
forward etc.

Test:

Conclusion:
The result of study may help future negotiator who may be interested or pursue negotiation in
Pakistan. Pakistani negotiator may have knowledge that he has to agree on with CEO of
organization, so negotiator has to prepare according to his knowledge. Presentation for negotiation
may be according to team but the focus of negotiator is on executives, because they have strategic
decision making power in whole panel. Practitioner may also be advised to prepare some workable
relationship with Pakistani negotiator. This study is not help in building trust but also create long
term relationship with Pakistani negotiation. The initial time spent in building relationship may take
long time investment because it is not clear that other party is sincere about the negotiation. It is
also suggested that use of Agent in negotiation is depend on organization that either they want to
involve or not. Agents are not always used in negotiation but some organizations hire agent for
negotiation. Those organization hire agent for negotiation who may not know that how to do
negotiation with other party in Pakistan. Agent can also reduce the unnecessary points when
negotiation is done with government agencies. But for Pakistani organization that have knowledge
for Pakistani culture may not need of agent for negotiation.

Article 3:

Title of Article:

International Business Negotiation; Present knowledge and direction for future research

Journal:
Journal of International Business Studies

Variables:

Environmental conditions, Cultural influences, Negotiator characteristics, Negotiation outcome

Methodology:

Citation analysis and content analysis are used for access this article.

Citation analysis: does not study the objective part of paper.

Content analysis: It is used for objective, systematic and qualitative description.

Conclusion:

This article depicts that global companies increasingly rely on effectiveness of business negotiation
because if they will communicate or agree on with other party effectively it will help in better
outcome for their survival or growth of organization. It is an important business function for creating
and maintaining successful relationship. When the issues addressed were considered, the difference
between empirical and non-empirical paper lays on two areas. Empirical paper more focuses on
negotiation outcome whereas non-empirical paper considers cultural factors. Based on different
research paper it is clear that international business will become the hot topic for researcher. It is very
surprising for negotiation is a unique framework for that research contribution could be clustered
around one topic. They also argued that cultural variable is used to explain negotiation that how
culture impact on organization. They develop conceptual paradigm for international business
negotiation based on five key dimensions i.e. contextual environment, negotiation context, negotiator
characteristics, and strategy selection and negotiation outcome. They also explain a three component
model which is based on party’s relationship, parties behaviors and influencing conditions.