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Chapter 18
International Negotiation




                International Marketing
                Chapter-18 International
                      Negotiation
Objectives
 What are the 4 Cs of negotiation
 What are the stages of negotiation
 What are the prerequisites of effective
 negotiation
 What is negotiating with regulators


              International Marketing
              Chapter-18 International
                    Negotiation
Introduction
Negotiating with international customers,
partners and regulators often requires a lot
of meticulous preparations and skill.
Successful negotiation demands threadbare
analysis and evaluation of the commercial
and their impressive presentation and proper
understanding and appreciation of the
cultural nuances of the negotiation a party
and skillfully navigating the negotiation
process accordingly.
                 International Marketing
                Chapter-18 International
                      Negotiation
4 CS of Negotiation
 Common interests
 Conflicting interests
 Compromise
 Criteria



               International Marketing
               Chapter-18 International
                     Negotiation
Stages Of Negotiation
 Preparation
 Non-task sounding
 Task-related information exchange
 Persuasion
 agreement


              International Marketing
              Chapter-18 International
                    Negotiation
Prerequisites For Effective
     Negotiation
1.   Selection of the appropriate negotiation
     team.
2.   Management of preliminaries, including
     training, preparations, and manipulation of
     negotiation setting.
3.   Management of the process of negotiations,
     that is, what happens at the negotiation
     table.
4.   Appropriate follow-up procedures and
     practices.
                     International Marketing
                     Chapter-18 International
                           Negotiation
Cultural Problems In
International Negotiations
1.   Language and non-verbal behaviors
2.   Values
3.   Thinking   and    decision   making
     processes




                International Marketing
                Chapter-18 International
                      Negotiation
Negotiating With Regulators
 In many instances government is a
 party    in    international business
 negotiations.
 There are two view points of the
 governmental authority
 1. Hierarchical View
 2. Bargaining View
             International Marketing
             Chapter-18 International
                   Negotiation
Determinants Of Bargaining
Power
1.   Relative importance of the project
2.   Alternatives
3.   Urgency
4.   strengths.



                  International Marketing
                  Chapter-18 International
                        Negotiation
Summary
Negotiation with international customers,
partners and regulators requires impressive
presentation and proper understanding and
appreciation of the cultural nuances of the
negotiating party.
Common interests, conflicting interests,
compromise and criteria are the 4 Cs of
negotiation.
There are two view points of government
authority; hierarchical view and the
bargaining view. International Marketing
                Chapter-18 International
                      Negotiation

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International Negotiation

  • 1. Chapter 18 International Negotiation International Marketing Chapter-18 International Negotiation
  • 2. Objectives What are the 4 Cs of negotiation What are the stages of negotiation What are the prerequisites of effective negotiation What is negotiating with regulators International Marketing Chapter-18 International Negotiation
  • 3. Introduction Negotiating with international customers, partners and regulators often requires a lot of meticulous preparations and skill. Successful negotiation demands threadbare analysis and evaluation of the commercial and their impressive presentation and proper understanding and appreciation of the cultural nuances of the negotiation a party and skillfully navigating the negotiation process accordingly. International Marketing Chapter-18 International Negotiation
  • 4. 4 CS of Negotiation Common interests Conflicting interests Compromise Criteria International Marketing Chapter-18 International Negotiation
  • 5. Stages Of Negotiation Preparation Non-task sounding Task-related information exchange Persuasion agreement International Marketing Chapter-18 International Negotiation
  • 6. Prerequisites For Effective Negotiation 1. Selection of the appropriate negotiation team. 2. Management of preliminaries, including training, preparations, and manipulation of negotiation setting. 3. Management of the process of negotiations, that is, what happens at the negotiation table. 4. Appropriate follow-up procedures and practices. International Marketing Chapter-18 International Negotiation
  • 7. Cultural Problems In International Negotiations 1. Language and non-verbal behaviors 2. Values 3. Thinking and decision making processes International Marketing Chapter-18 International Negotiation
  • 8. Negotiating With Regulators In many instances government is a party in international business negotiations. There are two view points of the governmental authority 1. Hierarchical View 2. Bargaining View International Marketing Chapter-18 International Negotiation
  • 9. Determinants Of Bargaining Power 1. Relative importance of the project 2. Alternatives 3. Urgency 4. strengths. International Marketing Chapter-18 International Negotiation
  • 10. Summary Negotiation with international customers, partners and regulators requires impressive presentation and proper understanding and appreciation of the cultural nuances of the negotiating party. Common interests, conflicting interests, compromise and criteria are the 4 Cs of negotiation. There are two view points of government authority; hierarchical view and the bargaining view. International Marketing Chapter-18 International Negotiation