INTERNATIONAL BUSINESS NEGOTIATION

Assignment - Knowledge and understanding gained

throughout the module.

Student Name:

Student ID
INTERNATIONAL BUSINESS
NEGOTIATION

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EXECUTIVE SUMMARY
This portfolio or the entire assessment addresses the experience and knowledge gained across the
modules from various aspects of international bargaining. The basic values of negotiation taught from
the modules' lessons are explained, and each lesson represents my insights gained from learning the
concepts. The exercises learned in class are often better integrated to help students understand the
negotiation principles. This is further exemplified by the incorporation of tenets, strategies, approaches,
and bargaining devices that can be used in intercultural negotiations.

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Contents

EXECUTIVE SUMMARY.............................................................................................................................3

INTRODUCTION...........................................................................................................................................5

LEARNING EXPERIENCE THROUGH VARIOUS LESSONS................................................................................6

ACTIVITIES.................................................................................................................................................11

ACTIVITY 1.............................................................................................................................................11

ACTIVITY 2.............................................................................................................................................11

INTERNATIONAL NEGOTIATING.................................................................................................................12

CONCLUSION.............................................................................................................................................13

REFERENCES..............................................................................................................................................14

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INTRODUCTION
The expertise and understanding obtained throughout the modules from different dimensions of
international bargaining are addressed throughout this portfolio. The core principles of negotiation
learned from the lessons learned in the modules are outlined, and every lesson reflects the experiences I
have gathered from understanding the concepts. The activities taught in the class are also incorporated
better to understand the negotiating concepts. This is also elaborated in the application of the tenets,
techniques, tactics and negotiating instruments that may be used in intercultural negotiations.

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LEARNING EXPERIENCE THROUGH VARIOUS LESSONS
Negotiation seems to be the communication between two or more corporations to enter into mutually
advantageous agreements based on their common stake, although their ideological differences may
remain (Rojot 2016, p. 17). The negotiation parameters are expanding in many regions internationally,
as negotiating styles vary in various cultures. The experiences from the international or overseas
negotiating learning and experiences are reviewed.

LESSON 1

In this lesson, I have learned and understood the concept of negotiation. The understanding that I have
gained from the lesson is that Negotiation is a technique for resolving disagreements. It is a method of
reaching a solution or settlement while preventing dispute and conflict. Negotiation is an interpersonal
procedure involving two or more parties or entities attempting to reach an understanding on topics of
common responsibility, in which the representatives or entities aim to reach a mutually satisfactory
settlement that will be acknowledged by everyone. Throughout this lesson, I was able to differentiate
between negotiation and bargaining. I was able to conceptualism and understand that bargaining is
indeed a contract among 2 or more entities regarding what each individual will perform for the other, or
even a thing purchased or provided for a special offer at quite a lower price than is usual or expected. As
the concept implies, bargaining is more likely to be over one thing, and it is the price. Bargaining is
generally performed in a relaxed style, while bargaining may be applied to define circumstances apart
from pricing and, more precisely, legislative circumstances (Steinel and Harinck 2020). Furthermore,
bargaining, which primarily entails verbal communication; negotiation entails a substantial amount of
written documentation. Further, I have also grasped that the distributive negotiation while negotiating
can often lead to conflicts amongst both the parties because under this style of negotiation the parties
tend to dominate each other to conclude in their favour, whereas I can understand that the integrative
style of negotiation creates tension in the entire negotiation process as both the parties are focusing on
reaching a final and mutually agreed result of the negotiation process (Andersen et al., 2018).

LESSON TWO

In this lesson, I have learned and understood that negotiation is helpful and successful only if it is
successfully planned and executed that it will deliver better outcomes of the entire negotiation process.
The mistakes that are needed to be avoided for pursuing negotiation is that the negotiation process and

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the negotiating statements are required to be rehearsed and practised before entering into the final
process (Lewis et al., 2017). The knowledge that I have grasped during this process suggest that while
negotiating both the praise should build effective relationships rather than indulging in disputes and
failing to reach a mutual decision. Both the parties should be confident enough to put their point of
views as well as they should not hesitate to offend.

LESSON SIX

I have effectively learned the technique of first granting the other party's focus and optimism
throughout a negotiating deal. A strong way I have now learned from this lesson, the Elevated
Reasonable Aspirations through Systematic Concessions Strategy, is always to resolve the problems of
almost any dispute between these parties because it helps to define the potential problems and
common interests. We should achieve a collectively satisfactory spot of concern when working together.
I have learned the utilization of inspiration, patience, positioning while the process of negotiation (Cao
et al 2018, p. 2). Aspirations apart from reaching a consensus approach as well as Created by taking into
account the characteristics of the other parties approach are two additional helpful approaches that I
learned throughout this lesson, and this made me realize the importance of employing the appropriate
approach throughout the correct circumstance. I also learn about the technique of using these
techniques by merging the negotiating situation according to the need (Nyomakwa- Obimpeh 2017, p.
488). The Elevated Reasonable Aspirations by Systematic Concessions Strategy, which I learnt from this
lesson, is a powerful way to settle the problems of almost any conflict between such parties since it
attempts to determine the potential issues and similar understanding. Because once we function jointly,
we should be able to reach a collectively acceptable point of concern. During the negotiating process, I
learned how to use creativity, patience, and positioning (Cao et al 2018, p. 2). 

LESSON SEVEN

In this lesson, the Game theory for negotiations has been taught, in which the results can be expected
based on the parties' choices. I've also learned how to apply that theory by the prominent applications
of The Conundrum of The Prisoner wherein different dilemmas of a guilty person are summarized by the
possible options of a suspect (Rojot 2016, p. 17). In this instance, I have learned that it is valuable to deal
with them separately to strengthen their effect in negotiations with two individuals. I have also
experienced different renegotiation approaches like pressurization, asking directly and non-cooperation.
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In this lesson, I was also exposed to a different concept, Negotiation that refers to the agreement
involving 2 vendors, one purchaser and the other one is a salesman, to outbid the other participants
(Colman 2016, p. 254). The Game theory regarding negotiations was learned in this class, and the
outcomes can be predicted depending on the respondents' preferences. I've also studied how to
implement a system through effective uses of The Conundrum of The Prisoner, in which various
dilemmas of an accused criminal are summarised by a perpetrator's alternative choices. In addition the
discussion I've found that it's beneficial to negotiate with them individually in order to maximise their
impact in discussions with two people. I've also seen various ways to renegotiation, such as pressuring,
demanding implicitly, and refusing to cooperate. In this lecture, I was also introduced to a new concept:
negotiation, which applies to a deal between two sellers, one consumer and the other a retailer, to
undercut some other respondents (Rojot 2016, p. 17).

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LESSON EIGHT

I realised the significance of ethical conducts and norms in negotiation, which could be accomplished by
following the five ethical principles concerning and regarding negotiation: accountability in thought
processes, convenience in documenting choices, communicating with only reliable friends, obtaining
subjectivity through exchanging experiences, and making choices that will leave a reputation (Druckman
and Wagner 2017, p. 11). I also understood how segmental equality assists in the ethical division of
responsibilities and benefits within legitimate reasons. I have discovered that I discovered that
propagation is the practice of employing vocabulary or phrases in a circumstance to notify the other
person of distortions and difficulties in such a manner that the information can be communicated while
the relationships can indeed be retained to investigate other options together. Throughout this course, I
also realized the significance of protocols in communicating with many other entities that require
movements, greetings, and procedures of the party's cultures. It made me realize that an individual's
attitude is an integral feature of the negotiation procedure that must be respected when interacting
with many other entities (Fells and Sheer 2019, p. 24).

LESSON NINE

This course taught me concerning the importance of power in negotiations among two entities It
managed to make it understandable to me that there are two views to utilize authority, one is to
regulate individuals and one is to collaborate with others. I have effectively understood and learned the
fundamentals and sources of power. Negotiator's power and their associated authority are dependent
on the circumstances as well as the entity's data and accurate information. Power depends also on the
attitude and the abilities of people to manage the situation (Kennedy 2017, p. 37). I also learned and
grasped understanding regarding the concept of resource-based power that has been controlled by
resource-based entities. I have also learned about the authority that corresponds with a particular job.
This tutorial has also informed me how to use power in various negotiating scenarios, such as
reasonable argument consultancy, inspiring appeals, appointing, and many more. I was also able to
grasp the meaning of behavioural tendencies in negotiation as an individual's positive outlook that often
supports the negotiation have a positive outcome. I even learned about the Rubin and Brown
Personality Style principle and how it can be used to determine the characteristics of all the other
entities. In this Template, I learned about the four personality styles which could be employed to
determine a specific individual or party's attitude while trying to negotiate with them (Jager et al 2017,
p. 3).
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ACTIVITIES
ACTIVITY 1
Throughout this class activities, my class was subdivided into two groups and assigned to act as the
family of Rainie and Raj, both of them are a couple and are willing to marry soon. They've been dating
for the past two years, now they are willing to spend their lives together just as another married couple.
I was a member of Rainie's family squad, and we planned this task independently so that none of us
would learn about everyone's strategies (Raphael and Lam 2018, p. 11). My staff has decided to listen to
the opposing party's points of view and distinguish the big and minor problems that arise. I was quite
uncertain regarding how I would direct the discussion to a good end as both families gathered to
address the subject of doing the activity (Mukundan and Zakkariya 2018, p. 12). As Raj's family
suggested a basic wedding ceremony with a simpler cuisine specific arrangement, and invitees chose
based on their spending plan, I had a proposal to suggest a cost-sharing agreement and create the
marriage as impressive as everyone’s family wishes. In this case, we used the distributive justice theory
of bargaining and suggested splitting the costs as a debt to Raj's family to resolve their concerns and
save them from getting harmed.

ACTIVITY 2
Under this activity, I practically learned to negotiate with an employer. In this operation, I was tasked
with persuading the Supervisor, who employed me as Assistant Director of Human resources, regarding
and associating to the terms of the employment contract. I was given a package of $29000 with a 100%
medical pension, two weeks of leave, and two years of the agreement, but that only resulted in a
reduction of 800 scores, and my job was to maximize the points earned in this negotiation. Utilizing
renegotiation strategies, I have agreed to expressly request an extension of the employment lease
period as well as an increase in the yearly salary. I initially negotiated to increase the yearly rise up to
12% keeping the fact in mind that f not agreed-upon 12% it can at least be settled for 10% after
arbitration. I also demanded to extend the contract term to 6 years, and in exchange, I could modify my
pay to $1000, making the negotiation proposal a win-win scenario for both myself as well as my boss. I
utilized the Systematic Concessions High Realistic Expectations strategies to negotiate for a higher price
and afterwards negotiate for a reduced figure as a result of the negotiations.

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INTERNATIONAL NEGOTIATING
International negotiation seems to be the interaction between two or more parties from separate
countries to recognize an issue and contribute to a shared understanding. Owing to discrepancies in the
traditions of any two countries, diplomatic negotiations are referred to as cross-cultural negotiations
(Schaefer 2018, p. 274). Cultural differences have a major effect on the negotiating strategies and
characteristics of the negotiators, which must be researched and learned before engaging in the
agreement. I learned about different techniques and approaches that can be used in negotiating
preparation. To negotiate with others, both summative and formative modes of speech, interaction, and
behavior patterns are needed. There are numerous assumptions dependent on foreign cultures that
must be learned before speaking with a negotiator of a particular ethnicity. To be an effective
negotiator, you must have active listing skills, a cooperative working mentality, and dispute settling
behaviours and patterns. A proper deal and agreement should be made while negotiating overseas or
internationally (Mautner-Markhof, 2019).

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CONCLUSION
It can be inferred from the preceding discussion that this article has addressed numerous experiences of
the realistic implementation of negotiating concepts in a real-life and practical circumstance. The class
exercises aided me in developing a better understanding of the nature of international negotiation. This
knowledge and insight will assist me in the future in applying the ideas and values of international or
overseas negotiation.

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REFERENCES
1. Andersen, S., Ertac, S., Gneezy, U., List, J.A. and Maximiano, S., 2018. On the cultural basis of
gender differences in negotiation. Experimental Economics, 21(4), pp.757-778.

2. Cao, K., Lazaridou, A., Lanctot, M., Leibo, J. Z., Tuyls, K., & Clark, S. (2018). Emergent
communication through negotiation. arXiv preprint arXiv:1804.03980.

3. Colman, A. M. (2016). Game theory and experimental games: The study of strategic interaction.
Elsevier.

4. Fatehi, K., & Choi, J. (2019). International communication and negotiation. In International
Business Management (pp. 109-143). Springer, Cham.

5. Fells, R., & Sheer, N. (2019). Effective negotiation: From research to results. Cambridge
University Press.

6. Hofstede, G. (2019). National Negotiation Styles. Processes Of International Negotiations, 193.

7. Jager, A., Loschelder, D. D., & Friese, M. (2017). Using self-regulation to successfully overcome
the negotiation disadvantage of low power. Frontiers in psychology, 8, 271.

8. Jeong, H. W. (2016). International negotiation: process and strategies. Cambridge University

Press.

9. Kennedy, G. (2017). Strategic negotiation. Routledge.

10. Lewis, M., Yarats, D., Dauphin, Y.N., Parikh, D. and Batra, D., 2017. Deal or no deal? end-to-end
learning for negotiation dialogues. arXiv preprint arXiv:1706.05125.

11. Mautner-Markhof, F., 2019. Processes of international negotiations. Routledge.

12. Nyomakwa-Obimpeh, J. (2017). Examining the Role of BATNA in Explaining EPA Negotiation
Outcomes. Journal of Economic Integration, 488-530.

13. Rojot, J. (2016). Negotiation: from theory to practice. Springer.

14. Schaefer, M. Y. (2018). Communication skills for strategic competence.

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15. Steinel, W. and Harinck, F., 2020. Negotiation and Bargaining. In Oxford Research Encyclopedia
of Psychology.

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