Abstract 5

In: Business and Management

Submitted By linlinbiguo
Words 1157
Pages 5
Abstract 5

Managers must prepare for strategic negotiations with parties in other countries to make specific plans as well as for continuing operations. In the global arena, cultural differences produce great difficulties in the negotiation process. Important differences in the negotiation process from country to country include: the amount and type of preparation for a negotiation; the relative emphasis on tasks versus interpersonal relationships; the reliance on general principles rather than specific issues and the number of people present and the extent of their influence. The term negotiation describes the process of discussion by which two or more parties aim to reach a mutually acceptable agreement. For long-term positive relations, the goal should be to set up a win-win situation-that is, to bring about a settlement beneficial to all parties concerned. The negotiation process comprises five stages, the ordering of which may vary according to the cultural norms: preparation; relationship building; the exchange of task-related information; persuasion and concessions and agreement. The importance of careful preparation for cross-cultural negotiations cannot be overstated. Adept negotiators conduct research to develop a profile of their counterparts so that they know, in most situations, what to expect, how to prepare, and how to react. After developing thoughtful profiles of the other party or parties, managers can plan for the actual negotiation meetings, prior to the meetings, they should find out as much as possible about: the kinds of demands that might be made; the composition of the “opposing” team, and the relative authority that the members possess. Relationship building is the process of getting to know one’s contacts in a host country and building mutual trust before embarking on business discussions and transactions. In many countries,…...

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