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International Business Negotiation Guide

This document discusses international business negotiations. It defines international business negotiation as deliberate interactions between two or more social units from different countries attempting to define or redefine their interdependence in business matters. Examples given include company-company, company-government, and interpersonal interactions over business deals. The negotiation process involves preparation, the actual face-to-face negotiation, and following up on agreements or compromises. Culture plays a key role in negotiations, with different cultures having different negotiation styles, values, and assumptions. Cultural factors can influence goals, communication, time orientation, risk tolerance, and views on agreements in international business negotiations.

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345 views14 pages

International Business Negotiation Guide

This document discusses international business negotiations. It defines international business negotiation as deliberate interactions between two or more social units from different countries attempting to define or redefine their interdependence in business matters. Examples given include company-company, company-government, and interpersonal interactions over business deals. The negotiation process involves preparation, the actual face-to-face negotiation, and following up on agreements or compromises. Culture plays a key role in negotiations, with different cultures having different negotiation styles, values, and assumptions. Cultural factors can influence goals, communication, time orientation, risk tolerance, and views on agreements in international business negotiations.

Uploaded by

shadhu01
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
  • When to Negotiate: Outlines scenarios that necessitate negotiations, emphasizing decision-making conditions.
  • Business Negotiation: Defines business negotiation and introduces the concept of international business negotiation.
  • International Business: Title slide introducing the subject of International Business.
  • Examples: Provides examples of negotiation contexts, including company and government interactions.
  • The Negotiation Process: Describes the sequential steps involved in the negotiation process, from preparation to agreement.
  • Framework of IB Negotiations: Illustrates the framework for international business negotiations, highlighting strategic and cultural factors.
  • Negotiation Stages: Explains the stages in negotiation, from pre-negotiation to post-negotiation activities.
  • Types of Negotiations: Distinguishes between types of negotiations such as distributive and integrative approaches.
  • Culture Negotiations: Examines how cultural differences impact negotiation contexts and styles.
  • Observable Behavior and Shared Values: Discusses the impact of observable behaviors and shared cultural values on negotiations.
  • Cultural Values on International Business Negotiations: Explores how cultural values influence negotiation elements like goals and communication.
  • Profile of an Indian Negotiator: Describes traits commonly seen in Indian negotiators, focusing on truth and respect.
  • Cultural Differences Affecting Other Negotiation Processes: Examines various cultural factors that influence negotiations, including emotions and contracts.
  • Conclusion: Concludes by emphasizing the role of cultural understanding in successful international business negotiations.

VP

INTERNATIONAL BUSINESS

INTERNATIONAL BUSINESS NEGOTIATIONS

BUSINESS NEGOTIATION
Business Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement

International Business negotiation


The deliberate interaction of two or more social units originating from different nations, that are attempting to define or redefine their interdependence in a business matter.

WHEN TO NEGOTIATIE

EXAMPLES

Company-company Company-government

Solely interpersonal interactions over business matters such as sales, licensing, joint ventures, and acquisitions

THE NEGOTIATION PROCESS

FRAMEWORK OF IB NEGOTIATIONS

NEGOTIATION STAGES

PreNegotiation preparation and planning

Actual negotiation - face-toface interaction

Post- stages concessions, compromises, evaluating the agreement, and following-up.

TYPES OF NEGOTIATIONS
1.Distributive bargaining (win/lose) Ex..labor management 2. Integrative negotiation(win/win) Ex. Business negotiation

CULTURE NEGOTIATIONS

It provide s the context for negotiat ion

Culture consists of traditional (i.e. historically derived and selected) ideas and values

Differ from culture to culture

Negotiatin g style

EXAM

OBSERVABLE BEHAVIOR Can learn a lot, but likely to focus on dos and donts Often leads to superficial understanding

SHARED VALUES Requires inferences from observed behavior and learning about a culture More powerful, because values drive (partially) behavior
SHARED ASSUMPTIONS Very abstract these drive our values but are very hard to determine Very powerful, helps truly understand a culture

Cultural Values on International Business Negotiation Process

Goal

Protocol
Communication

Time
Risk propensity
Groups versus individuals

Nature of agreements

PROFILE OF AN INDIAN NEGOTIATOR


Looks for and says the truth Is not afraid of speaking up and has no fears Exercises self-control

Seeks solutions that will please all the parties involved


Respects the other party Neither uses violence nor insults Learns from the opponent and avoids the use of secrets

CULTURAL DIFFERENCES AFFECTING OTHER NEGOTIATION PROCESSES


Relationships orientation Emotional Aspects Decision Making Frame Contracts Womens issues Misinterpretation

REFERENCE
International Business by John D. Daniels

The success of international business relationships depends on effective business culture negotiations

Thank You

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