1)What is negotiation

-Negotiation is a basic means of getting what you want It is back-and-forth

communication designed to reach an agreement when you and the other side have
some interests that are shared and others that are opposed.
2) Negotiation in business. Các yếu tố liên quan?
Negotiation is a process where two parties with differences which they need to resolve are trying to
reach agreement through exploring for options and exchanging offers – and an agreement .
Ex: The 2 companies are negotiating a cooperation contract. Company A has a technological
advantage, while company B has a market advantage. To achieve mutual benefits, 2 companies can
agree to share technology and markets, helping both companies grow.
International business negotiation is affected by
- Economics principles
- Politic and diplomatic relations
- Fluctuation in the world market and economy
- Legal framework
- Culture
Features ( International business negotiation) trong kinh tế
+Language barrier
+Cultural differences
+International laws and domestic laws are both in force
+International political factors must be taken into account
+The difficulty and the cost are greater than that of domestic business negotiations

3) Types of negotiation:
+Based on form
-Negotiation via email:.
- Negotiation via phone.
-Negotiation via face to face.
-Based on strategy:
+Negotiation strategy
+Principled strategy
+Positioning strategy
4) Principles of negotiation
-Separate the People from the Problem
Ex: In a dispute negotiation, instead of just trying to prove that we are right, we can focus on finding a solution
that is fair to both sides. This will help us resolve disputes quickly and effectively
-Focus on Interests, not Positions
Ex: In a sales negotiation, instead of just focusing on lowering the price, we can focus on discussing the needs
of both parties. If the seller needs to sell quickly, we may offer cash or early payment. If buyers need to save
costs, we can offer to buy in bulk or bundle other products.
+Invent Options for Mutual Gain:
Ex: In a sales negotiation, instead of just focusing on lowering the price, we can focus on discussing the needs
of both parties. If the seller needs to sell quickly, we may offer cash or early payment. If buyers need to save
costs, we can offer to buy in bulk or bundle other products
+Insist on Using Objective Criteria
Ex: In a sale negotiation, we can use market price as an objective criterion to evaluate deals. If the price we
agree on is within the market price range, then the agreement can be considered fair.
5) Characteristics of negotiation
+Maximize Common benefits and minimize conflicting private ones
Ex: The 2 companies are negotiating a cooperation contract. Company A has a technological
advantage, while company B has a market advantage. To achieve mutual benefits, 2companies can
agree to share technology and markets, helping both companies grow.
+Negotiation aims at Agreement, not Winning position.
+Negotiation is affected by status and power of both parties.
+ Negotiation: an art and science
6) What is win-win negotiation?
-The idea of an integrative or win-win strategy in negotiation is that both parties cooperate
to find a mutually beneficial end for each of their goals. If both parties walk away from
negotiations feeling as if they have gained something and that they achieved their goals,
you’ve successfully completed a win win negotiation.
What is win-lose negotiation?
-Win-Lose negotiation means that Individuals decide what they want, then each side
takes up an extreme position, such as asking the other side for much more than they
expect to get.
Ex: A salesperson pressures a customer into purchasing unnecessary add-ons or
upgrades, maximizing their own commission but leaving the customer with an
unfavorable result, demonstrating a win-lose dynamic
What is lose-lose negotiation?
-A lose-lose outcome is when both parties feel they have lost something in the
negotiation. If a party feels like they did not negotiate well, it typically means they will
suffer some loss, such as when both parties lose money.
Ex: A merger between two companies fails to align their organizational cultures and
strategic goals, resulting in internal conflicts, decreased productivity, and loss of
market position for both entities.