Business negotiation is a process of conferring in which the participants of business activities communicate, discuss and adjust their views, settle differences and finally reach a mutually acceptable agreement in order to close a deal or achieve a proposed financial goal.
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Principle of Interest Distribution
The purpose of negotiation is to reach agreements between parties with different interests.
Any negotiations occurred at home involve 2 levels of interests:
(1)Personal Interests VS Organizational Interests
benefit (4) Items of contract should keep strictly
accurate and rigorous
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Definition of international business negotiation
International business negotiation refers to the business negotiation that takes place between the interest groups from different countries or regions.
Collaborative negotiation The core of the principle is to reach a solution
beneficial to both parties by way of stressing interests and value not by way of bargaining. Consists of 4 basic components: People—separate the people from the problem. Interests—focus on interests not positions. Gaining—invent options for mutual gain. Criteria—introduce objective criteria.
both in force (4) International political factors must be
taken into account (5) The difficulty and the cost are greater
than that of domestic business negotiations
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Characteristics of international business negotiation
(1) Language barrier (2) Cultural differences (3) International laws and domestic laws are
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Characteristics of Business Negotiation
(1) The objective of business negotiation is to obtain financial interest
(2) The core of business negotiation is price (3) Its principle is equality and mutual
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Key points
Characteristics and contents of international business negotiation
Negotiation principles
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Concept of Business negotiation
The word “Negotiation” derives from the Latin word “Negotiari”, which means “to do business”
International Business Negotiation
Part Ⅰ An Overview of International usiness Negotiation
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Chapter 1: Introduction to International Business Negotiation
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Types of Business Negotiation
(1)Sales of Goods/Services (2)Investment Negotiation (3)Technology Transfer (4)Business Contract Negotiation
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Principles of Business Negotiation
It is an important activity frequently involved in foreign trade and other economic exchange, serving a critical approach and method for these interest groups or individuals to confer together to reach an agreement or settle the issues of their interest conflicts.