Presented by: Sara Lozano

Helen Lozano
Esmeralda Rincón
 Índe
x
OMC article…………………………………………………………………………………………………………………………………3

Shaky Business: How handshakes win negotiations article………………………………………………3

Strategy in emerging markets article……………………………………………………………………………………4

Dialogue……………………………………………………………………………………………………………………………5 and 6

Technical glossary………………………………………………………………………………………………………………………

7 General

glossary…………………………………………………………………………………………………………………………7

Games……………………………………………………………………………………………………………………………………………8

Bibliographies……………………………………………………………………………………………………………………………..9
This article details the negative and positive aspects of the
World Trade Organization, it is important to have knowledge
about this entity since it helps to reduce or eliminate obstacles
to trade (tariffs and anti-dumping measures) and monitors
trade policies having as main objective the opening of trade
for the benefit of all.

This article talks about how a handshake positively influences

a negotiation according to Harvard Business School studies,
the reason why we feel that this article did not provide us
with relevant things like others, is because although we know
that business culture does not always It includes a
handshake as a greeting, but rather it includes hugs, peaks on
the chee s, a slight bow or a gesture, this means that it is
different for each country and a handshake in many
cultures does not count, it counts more what can be
contribute, the strategies and the way of expressing
themselves
Analyze some strategies that companies can
follow in the markets, the key theme of this article
is that they must develop strategies to achieve
competitiveness by targeting the middle and
low end of the market, carry out mergers and
acquire companies, send top-level talent, as
well as maintain a stable financial muscle to
reach this goal
According to Harvard Business School studies, it
exposes that a handshake positively influences a
negotiation based on good communication and not
only that, but they also serve as subtle but
critical indicators of the negotiators' social
motives, it generates comfort by shaking hands
with the negotiation initiation and indicate a
willingness to act cooperatively, in this way they
are more likely to openly disclose their preferences
about the business
and help improve results.
Sara Good afternoon, how was the research for the growth of our
: company?
Hele Dr. Sara, as a manufacturing and trading company, it is important to have
n:
about the OMC since it helps to reduce or eliminate obstacles to trade (tariffs and anti-
knowledge
dumping measures) and monitors trade policies with the main objective of opening trade for
the benefit of all, as outlined by MSG a management study guide.

Sara I understand that the WTO is the entity that internally regulates trade and
:
benefits, but my company does not work with this entity directly, for that the customs
provides
agency that acts as a third party before the processes helps us, this is basic knowledge that
everything negotiator or trader must have but I do not see it relevant to our business
growth.
Esmerald The above research may not seem like direct help for business growth, but what
a:
you think ofdobusiness culture, it could help, don't you
think?
Sara mmmm it could be, tell me what
: you got
Esmerald According to Harvard Business School studies, it shows that a handshake
a:
influences a negotiation based on good
positively
communication.
Sara Ms. Esmeralda, business culture does not always include a handshake as a greeting, not
:
cultures
allneed that to close a business, but rather includes hugs, peaks on the cheek, a slight
bow or a gesture, this wants To say that it is different for each country and a handshake in
many cultures does not count, it counts more what can be contributed, the strategies and the
way in which it is expressed.
Esmerald Therefore, boss, a clear example is Mr. Henry Kissinger, undoubtedly an
a:
graduate of American
Harvard University who applies daily negotiation from his experiences, unites the
strategic and the interpersonal to promote interest. Kissinger is known for the broad vision
of global strategy, he could offer us key insights on common business deals.
Sara Interesting Esmeralda, how else could you help
: us?
Helen Sorry to interrupt, but what I know, Mr. Kissinger is based on the international, he
:know strategies
may and provide a guideline on how to negotiate but this would not help us for
the internal or external growth of the company, we already have policies as a company
Esmeralda, also superimposes the interests of his nation on the political well-being of
others, he was Secretary of State of the United States of America and he was also accused
of violating human rights, I don't see him as someone exemplary
Sara So what do you propose
: Helen?
Helen Since the OMC research seemed indirect to our business growth, the business
:along with
culture
the idea of Henry Kissinger's study is somewhat very general and not
concise. What do you think of the emerging markets strategy?
I am an international negotiator and throughout my career an investigation like this is
important, since it allows us to create strategies to achieve competitiveness by targeting other
markets and not being in the same lower segment, we can choose a new market, implement the
strategies of Blue ocean, we could link up with or acquire local companies, send top-notch
talent to run their operations in other countries, the globalization.
Sara I like the initiative you have and the way you think as a company, I have heard a
:this, Perfect!!!!
little of Esmeralda supports Helen with this research. I hope for our next meeting
step by step for the execution, the projections and what areas of the company could
support us.
Esmerald I will gladly support the research and hope to improve by working
a: together
Helen See you later, happy
: afternoon
Sara: Let's keep working girls, happy
afternoon
1. Emerging markets. Mercados emergentes
2. Segment alone: Segmento superior
3. Carmakers: fabricante de automóviles
4. Display Commitment: Compromiso de demostración
5. High performers: alto rendimiento
6. Multinationals: multinacionales
7. Underperforming: bajo rendimiento
8. Breakout Nations: Naciones de ruptura o de fuga
9. Market segments: Segmentos de mercado
10. Merger and Acquisition: Fusiones y adquisiciones
11. Deep pockets: bolsillos profundos
12. Societal barriers: barreras sociales
13. Expatriates: expatriado
14. Tariffs: aranceles
15. Anti-dumping measures: Medidas antidumping
16. OMC

1. Middle: medio
2. Low: bajo
3. Been: estado
4. Cater : atender, encargarse u organizar
5. Tie up: atar
6. Mergers: fusiones
7. Logjam: retraso
8. Grow: expandir
9. Senior: con experiencia o de alto cargo
10. Developed: desarrollado
11. Lack: escasez o falta
12. Steer: dirigir o guiar
13. However: sin embargo o de todas maneras
14. Pull out : extraer
15. Stakes: apuestas
16. key: clave o llave
17. Choice: elección
18. Crawled: arrastrarse
19. Whereas: mientras que
20. Hence: por tanto
 Prachi Juneja, MSG (2015) World Trade Organization: Success or Failure.
https://www.managementstudyguide.com/world-trade-organization-success-or-failur
e.htm

Blanding, M., (15 de octubre del 2018). Harvard Business School Working
Knowledge.
Shaky Business: How Handshakes Win Negotiations.
https://hbswk.hbs.edu/item/shaky-business-how-handshakes-win-negoti
ations

Kissinger,H. (2018) Henry Kissinger's Lessons for Business

Negotiators.
https://hbswk.hbs.edu/item/henry-kissinger-s-lessons-for-business-negotiators

Prachi Juneja, MSG (2015) Strategy in Emerging Markets. https://

www.managementstudyguide.com/strategy-in-emerging-markets.html