International Business Negotiation

International Business
Negotiation

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................4
MAIN BODY .................................................................................................................................5
Definition of negotiation........................................................................................................5
Context of Negotiation...........................................................................................................5
4 C's of negotiation.................................................................................................................6
Distributive and Integrative negotiation................................................................................6
Context of negotiation in Today's globalized environment....................................................6
Stages of negotiation .............................................................................................................7
Significance of negotiation linkage........................................................................................8
Issue linkage...........................................................................................................................8
BATNA in negotiation process..............................................................................................8
Factors influencing negotiation..............................................................................................8
Cultural globalisation ............................................................................................................9
Effect of gender, trust on negotiation.....................................................................................9
Effect of demography, economic barriers on negotiation.....................................................9
Appreciating the wider aspects of facilitating negotiations in globalized environment. . . .9
Skills for negotiation............................................................................................................11
Approaches of negotiation ..................................................................................................12
Developing level of self awarenesses in relation to personal negotiation positions. .........14
CONCLUSION..............................................................................................................................14
REFERENCES..............................................................................................................................15

INTRODUCTION
Negotiation is considered to be as a crucial part of international business. Negotiation can
be referred to as procedure where two parties discusses the problem with each other in order to
reach mutual agreement. International business negotiation can be referred to as deliberate
interaction between two or more social units belonging to different countries. The main objective
of negotiation at international level is to save money. On context of international business
negotiation take place on routine basis (Lakos, 2019). The main aim of negotiation is to force
the global suppliers for reducing the prices of raw material. There is direct relationship between
international business and negotiation. Sometimes facilitating the business negotiation can
become complex due to difference in language as well as culture. Parties might face various
problem in reaching to desired outcome due to different cultural background. A person
responsible for facilitating the negotiation is required to have an effective communication as well
as problem solving skills .In addition to this, a good negotiator are aware about the techniques in
relation to analysing situations. Good negotiator have knowledge about the way to make
arrangements for negotiations so that more advantage can be gained by organization. It is very
much essential for negotiator to make arrangements for negotiations after considering the nature
of party with whom they are planning to facilitate negotiation. It is the negotiation which helps
an enterprise in developing the good relationship (Zhangwen and Hoque, 2018. ).
Negotiation is the procedure which enables both parties to get high level OF satisfaction.
International business negotiations can be considered to be as an approached which is applied by
companies in order to solve different business issues at international level. Negotiation is one of
important activities required to be executed for development of business (Ott and et.al., 2016). It
is the procedure which helps firm sin resolving the problems without the effecting the
commercial relationship. The international business association is required the potential of
meeting unique challenges as well as dealing with uncertain risks. In context of international
business communication , cross cultural communication could work their personal interest
during the time of negotiation at global level. Negotiation is considered to be as crucial at
international level in order to drive an organization towards success (Richardson and Rammal,