NEGOTIATION IN INTERNATIONAL BUSINESS PRESENTED BY •LAKSHITA ASAWA
NEGOTIATION IN INTERNATIONAL BUSINESS
PRESENTED BY
•LAKSHITA ASAWA
INTRODUCTION
• Negotiating with international customers , regulators and partner often require a lot of meticulious prepration.
• Successful negotiation requires analysis and evaluation of the commercial and there impressive presenntation and proper understanding and appreciation of cultural nuances of the negotiation a party and skillfully navigating the negotiation process accordingly.
Negotiation is a process to manage relationship.
It is basic human activity that exist between employers and employee ,buyer and seller and between business associates.
Characteristics of a negotiation situation :
There are two or more parties.
There is a conflict of need and desires between two or more parties .
Parties expect a “give-and-take” process
Key step to an ideal negotiation process
Preparation .
Relationship building .
Information gathering.
Information using.
Bidding .
Closing the deal.
Implementing the agreement .
5 strategies for negotiation international business contracts
1. Hire a consultant .
2. Choose your team wisely.
3. Gauge your counterpart’s.
4. Meet them in person.
5. Fix the agenda and keep detailed records.
FACTORS AFFECTING NEGOTIATION PROCESS
• AUTHORITY
• CREDIBILITY
• INFORMATION
• TIME OF NEGOTIATION
• EMOTIONAL CONTROL
• COMMUNICATION SKILLS
TWO TYPES OF NEGOTIATION
COMPETITIVE NEGOTIATION:
ONE TIME DEAL
COOPERATIVE :LONG TERM NEGOTIATION
4 C’S OF NEGOTIATION
• Common Interest
• Conflicting interest
• Compromise
• Criteria
PREREQUISITES OF EFFECTIVE NEGOTIATION
• Selection of the appropriate negotiation team.
• Management of preliminaries , including training, preparation and manipulation of negotiating setting.
• Management of the process of negotiation, i.e., what happens at the negotiation table.
• Appropriate follow-up procedure and practices.
CULTURAL PROBLEM IN INTERNATIONAL NEGOTIATION
• Language & Non verbal behaviour.
• Values
• Thinking & Decision making process.
• Difference in political , legal & economic system.
NEGOTIATION WITH REGULATORS
• In many instances government is a party in International Business Negotiation.
• There are 2 view point of governmental authority:
1. Hierarchical view
2. Bargaining view
THIRD PARTY NEGOTIATION
• MEDIATOR : A mediator is a neutral third party who facilitates a negotiated solution by using pursuasion , reasoning & suggestion for alternative.
• ARBITRATOR : Third party negotiation to dictate an agreement.
• Conciliator : It is a trusted third party who provides an informal communication link between 2 parties.
• CONSULTANT : It is an important third party skilled in conflict management who attempts to facilitate by creative problem solving tactics.
DETERMINANTS OF BARGAINING POWER
• Relative importance of the project.
• Alternative
• Urgency
• Strengths
VERBAL AND NON VERBAL NEGOTIATION TACTICS
• PROMISE
• THREAT
• RECOMMENDATION
• WARNING
• REWARD
• PUNISHMENT
• NORMATIVE APPEAL
• COMMITMENT
• SELF DISCLOSURE
• COMMAND
INTERNATIONAL NEGOTIATOR : PERSONAL CHARACTERSTICS
• Tolerance of ambiguous situation.
• Flexibility & creativity
• Humor
• Stamina
• Empathy
Negotiation in Different Countries
• FRANCE : The french like to conflict in Negotiation. They Don’t pay much attention to likes & dislikes of the opposite party.
• Chinese : They use How & Why in Negotiation process. Whenever we fell that they are about to take decision they start negotiating again.
• North Americans : very impatient , they take decision on the basis of facts & logic . They want to approach more & more.
• Arabs : They are very casual regarding deadline. There is difference in gender negotiation.
• Brazilians : They have a habit of saying no as much as 83 times in 1 hour. They always try to there opponent by making physical touch.
THANK YOU
ANY QUESTION ?