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Introduction - International Business Negotiation
This presentation is based on the international business negotiation. The practices and theories will be described in detail with the principles of negotiation International Negotiation styles will also be described. In this presentation, the principles of negotiation will be described in detail to know about the impacts of culture in different counties. The international business negotiation is different in all the countries because of its culture, customs, values, and trends.
About Negotiation
An international business negotiation is considered as the interaction of two or more social units that are originating from the different nations. International business negotiation has lots of cultural barriers because of different customers and trends. The communication in negotiation is the most important thing which can be achieve by the negotiator while building a good relations with them. It has been identified that international business refers to the process of exchange the goods and services between two parties of different countries. It has analyzed that there are some cultural elements that are included in the international business negotiation which include attitude, values, decision making process, communication, and so on. Communication in negotiation means that negotiators can achieve the objectives while building relationship and resolve disputes.
Principles of Negotiation
It has analyzed that while doing negotiation both the parties first sets the principles which means basis for the consideration to take into an account. With the help of principles of negotiations the negotiator will analyze the situation and negotiate accordingly with the other party. These principles of negotiation will enable the negotiator to consider the checklist of activities while preparing for negotiation. The principles of negotiation consist of publicity, trusted friend, legacy, universality and reciprocity. It has been identified that these principles of negotiations are taken into consideration while evaluating the theories and practices for negotiation. It has identified that all the principles of negotiation are considered by the negotiator while negotiation in the international market. The above principles that are mentioned are important to consider because it will help the negotiator to negotiate with the partner and get the success in the international business.
Theories relevant to Negotiation
In any context the negotiation deals with the people who are focusing on their interests not on the position to reach. The negotiation theory deal with a cooperative approach to recognize the other party while discovering new sources of value. The current negotiation theory advises to cooperative and revel evidence to create extreme value. As per the negotiation theory, the negotiators must anticipate everyone who can bear the negative consequences of a deal. The negotiation theory prepares for the negotiation with the other party while considering three main principles which include focus on interests not on the position, antecede and address sources of bias, and reach contract within and across parties.
Practices relevant to Negotiation
The best practices that are relating to the principles of negotiation in different context include listen actively, ask good questions, planning for time assessment, establish BATNA, and so on. It has analyzed that the negotiation practices are very important to be used because it will have the best negotiation between the two parties. It has identified that with the help of good practices the negotiator will be able to get the success while satisfying to the other party. Listen actively to the other party is the best practices because it will give the opportunity to the other party to ask some questions. While communication, listening skills are also important for a good negotiation in the business. Ask good questions with the other party are other best practices that will reveal all aspects in the minds of both the other parties. Planning for the time assessment is an important think while negotiating because it will help the negotiator to achieve the objectives on time.
Negotiation style
It has identified that some cultures are uncomfortable with ambiguity in negotiations where the organizations peruse rules and regulations to guide them. There are five negotiation styles which is important to consider by the negotiator such as competing, collaborating, compromising, accommodating, and avoiding. It has been identified that with the help of negotiation style the negotiator can easily get to know about the impacts of culture on the international business. Some cultures are low in certainty and more relaxed about the negotiations. The competing negotiation style is based on I win and you win model while the collaborating negotiation style is based on I win and you win model which is generally used by the negotiators. It has analyzed that compromising negotiating model is based on the Win-Win model in which both the parties are compromising for meeting the needs of the other parties. It has identified that Americans are more comfortable with uncertainty. This framework may help the negotiator to understand counterpart better and can anticipate possible understandings. It has identified that the negotiation styles are important to be used by negotiator because it will help them to have the best negotiation with the other party. It is depending on the culture of different counties that which style is used by them to have the best negotiation between the parties. The collaborating is the best negotiation style that must be followed by the counties because it is depending on the "win-win" model that focuses on meting needs of both parties while building good relations with them.
Variation in negotiation style across cultures
It has identified that there are many variations in the negotiation styles according to the situation in the internal business. This is depending upon the international organization that how they are dealing with the negotiation as per their culture. It has been said that people with feminine culture care more care about their relationships so they will negotiate with the other part according to that. The negotiators who are belonging from the masculine countries are more likely to use a distributive bargaining negotiation. It has been identified that their are different types of negotiations such as team, positional, prepare, integrative, distributive, bargain negotiations, and so on. These are the negotiations which may vary across cultures because it has identified that people with feminine culture are more care about the relationships. These people are thinking collectively rather than individualism
Workable compromises in Negotiation
It is identified that in the negotiations across different countries in context of advance scholarship, the countries are using compromising and collaborating negotiation style that should meet the needs of the other party. It means that both the parties either win or the first party loses and the other part will win because of compromising and collaborating. It has been identified that workable compromising means being able to work while compromising with other party at the time of negotiation. Workable compromise is something which is related to the basic negotiation process in which both the parties give up something in order to meet other party needs and get something better at the end. In this situation both the parties has agreed on the same conclusion and accept them at the end of negotiation.
Conclusion
It has concluded that negotiation varies across different counties because of the different cultures. The compromising and collaborating are the two important styles of negotiation for workable compromise. It has also been analyzed that they should not focus on the interests on parties but focus on the position according to the negotiation theory. It has been identified that compromising and collaborating negotiation styles are important for the negotiator because it will help them to win while meeting the needs of the other party. It has also been analyzed that the negotiation theory has been focusing on the interest but it must focus on the interest of public so that the objectives can be achieve shortly. With the help of principles of negotiation the negotiator can achieve the things easily while analyzing the culture of different countries.
References
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