Deck 19: Negotiating With International Customers, Partners, and Regulators

Question 1

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

Answer 1

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 are the kinds of problems that usually come up during international business negotiations-
• When the people of a particular culture are stingy, miser, and does not like to spend their money unnecessarily then this culture creates problems in business negotiations in this country. The industries in this country would negotiate to any limit to obtain any product or service of their liking at least minimal cost and if they are not able to grab a good deal even after negotiation then they would easily give up the idea of buying that product or service rather than spending high cost for the same.
• If the business industries of a particular culture are regarded as quite rigid and not so flexible, then the other business industries in foreign nations would not take much initiative to undertake business activities with the industries belonging to the rigid culture. This is because every successful business is managed with bit flexibility and in its absence a business could not prosper to a large scale.
• When a particular culture believes in non-violence not only towards human beings but also towards animals then it would be quite difficult for meat selling industries to negotiate with such countries that due to religious reasons do not use meat in their daily usage and consumption.

Question 2

Why are foreign language skills important for international negotiators

Answer 2

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.
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.
This is because when the language between these nations would be common then the business transactions take place more effectively. For 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. This way development of a foreign language skill is crucial even though language of international business is English in international business negotiations.

Question 3

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

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 are the three cultural differences in the non-verbal behaviors that might cause problems in international business negotiations-
• When a company from AB Country that could be a potential business partner of the company from BC nation during meetings between them is not punctual and always show non-serious attitude with the submission of reports and replaying to the emails, then this non-verbal behavior of a company from AB Country could affect its international business negotiations with a company from BC nation.
• When a particular company from YZ nation negotiates heavily on the prices and discounts from its supplier from different country, then this non-verbal behavior of indirectly asking for discounts and reasonable deals could affect international business negotiations of that company from YZ nation. The distributor might not be interested to extend any business relationship with that company.
• 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.

Question 4

Why is time an important consideration in international business negotiations

Question 5

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

Question 6

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

Question 7

What kinds of training would be most useful for international business negotiators

Question 8

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

Question 9

Explain why Americans spend so little time on non-task sound and Brazilians so much.

Question 10

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

Question 11

Why won't getting mad work in Mexico or Japan

Question 12

Why are questions the most useful persuasive tactic

Question 13

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

Question 14

Define:
StereotypesBATNA
Non-task sounding
Task-related information exchange
Creativity in negotiations

Question 15

Why can cultural stereotypes be dangerous Give some examples.

Question 16

List three ways that culture influences negotiation behavior.