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Exhibit 12.3: Steps in International Negotiations

Exhibit 12.3: Steps in International Negotiations

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Step 1: Preparation

••

••

••

••

••

••

••

••



Determine

Determine ifif the

the negotiation

negotiation isis possible

possible

Know

Know what

what your

your company

company wants

wants

Know

Know the

the other

other side

side

Send

Send the

the proper

proper team

team

What

What isis the

the agenda?

agenda?

Prepare

Prepare for

for long

long negotiation

negotiation

What

What isis the

the environment

environment like?

like?

Plan

Plan aa strategy

strategy

Copyright© 2005 South-Western/Thomson Learning All rights reserved



Cultural Differences in Key

Negotiating Processes

•• Negotiation

Negotiation goal—signing

goal—signing the

the contract

contract or

or forming

forming aa

relationship

relationship

•• Formal

Formal or

or informal

informal personal

personal communication

communication style

style

•• Direct

Direct or

or indirect

indirect communication

communication style

style

•• Sensitivity

Sensitivity toto time—low

time—low or

or high

high

•• Forms

Forms ofof agreement—specific

agreement—specific or

or general

general

•• Team

Team organization—a

organization—a team

team or

or one

one leader

leader

Copyright© 2005 South-Western/Thomson Learning All rights reserved



Exhibit 12.4: Cultural Differences

in Preference for Broad

Agreements



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Exhibit 12.5: Understanding

Negotiators from Other Countries



Copyright© 2005 South-Western/Thomson Learning All rights reserved



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Exhibit 12.3: Steps in International Negotiations

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