Deck 19: Inventive Negotiations With International Customers, Partners, and Regulators

Question 1

What can be different about how a Japanese manager might address a complex negotiation compared with an American negotiator?

Answer 1

Cultural stereotypes stands for the standard perception and beliefs about particular culture and its people. For example- People of JP Country are believed to be workaholic and punctual and this is a cultural stereotype of that country.
The different styles of handling a complex negotiation by the manager from JP Country and AM Country could be described in a way that though people from JP Country are perceived as workaholic, serious, intelligent, and persistent, the complex negotiation will be handled by the manager from JP Country quite tactfully. The manager will make use of every possible technique and argument to win the negotiation successfully and get the deal as per the desire of his company.
On the other hand, though the people of AM Country are not so workaholic, are non-serious, and non-persistent; the manager from AM Country would not handle the complex negotiation effectively. The manager will not show sensitivity towards the negotiation and will try to complete the negotiation process showing time urgency and lack of interest in doing business with the other party. Thus, the above mentioned are the different ways and styles of handling a complex negotiation by the manager from JP Country and AM Country.

Question 2

What are the most important considerations in selecting a negotiation team? Give examples.

Answer 2

Negotiation team stands for the group of people who represent the company in front of another company while undertaking negotiations and bargaining over certain business issues and decisions.
The following are the most important considerations in selecting a negotiation team-
• Foreign language skills are important for international negotiators because though English is considered as the most common and global language of the world using which all the major business deals take place at the world platform, but still there is a need to develop other foreign languages like German, Mandarin, French, Hindi, Spanish etc. because today world has come closer and every nation deals with every other nation in the world professionally.
Example- A country from native region deals with a country from middle east then it is highly important for the representatives of these countries to communicate with each other in common language and it would be more excellent if they talk in a language that is commonly spoken in one of the countries that is a part of this business deal to make things more smooth and efficient.
• The general business etiquettes of negotiation team members should be professional like time is an important consideration in international business negotiations because in today's times when people posses time urgency and have to juggle between several important tasks in their professional and personal front, wasting someone's time and not being punctual and quick in replaying to the queries and issues that are raised by them is taken as quite insulting and unprofessional. This is the reason why negotiation team members should be punctual and quick in responding to the queries from its clients.
Example- When the employees of a particular company do not receive and reply telephone calls from the potential customers during working hours and are quite late in making replies and taking calls, then this affects the international business negotiations that exist between the company and its potential customers.
These are some of the considerations in selecting a negotiation team undertaking bargaining with the business associates.

Question 3

What kinds of training are most useful for international business negotiators?

Answer 3

International business negotiation stands for the bargaining that takes place between different countries in the world on the basis of products and services that are transacted for business purpose.
The following is the type of training that would be most useful for international business negotiators-
• Foreign language skills are important for international negotiators because though English is considered as the most common and global language of the world using which all the major business deals take place at the world platform, but still there is a need to develop other foreign languages like German, Mandarin, French, Hindi, Spanish etc. because today world has come closer and every nation deals with every other nation in the world professionally.
• The general business etiquettes of negotiation team members should be professional like time is an important consideration in international business negotiations because in today's times when people posses time urgency and have to juggle between several important tasks in their professional and personal front, wasting someone's time and not being punctual and quick in replaying to the queries and issues that are raised by them is taken as quite insulting and unprofessional. This is the reason why negotiation team members should be punctual and quick in responding to the queries from its clients.
• Knowledge about particular culture and religious values of the nation where the negotiation is likely to be undertaken by the negotiation team is necessary to provide a successful negotiation. The knowledge about one's culture could be increased by imparting training to the team through workshops and seminars increasing their knowledge.

Question 4

Name three aspects of negotiation situations that might be manipulated before talks begin. Suggest how this manipulation might be done.

Question 5

Explain why Americans spend so little time on nontask sounding and Brazilians so much.

Question 6

Why is it difficult to get negative feedback from counterparts in many foreign countries? Give examples.

Question 7

Why won't getting mad work in Mexico or Japan?

Question 8

Why are questions the most useful persuasive tactic?

Question 9

What is the parable of the orange, and how does it relate to international negotiations?

Question 10

Define the key terms listed above.

Question 11

Why can cultural stereotypes be dangerous? Give some examples.

Question 12

List three ways that culture influences negotiation behavior.

Question 13

Describe the kinds of problems that usually come up during international business negotiations.

Question 14

Why are foreign-language skills important for international negotiators?

Question 15

Describe three cultural differences in nonverbal behaviors and explain how they might cause problems in international business negotiations.

Question 16

Why is time an important consideration in international business negotiations?