International Business Management: Negotiation Strategies Report

This report delves into the realm of international business management, specifically examining negotiation strategies within the Chinese context. The report outlines a three-stage process: pre-negotiation, formal negotiation, and post-negotiation. The pre-negotiation stage emphasizes establishing initial contact, lobbying, presenting a credible image, and building trust. The formal negotiation stage involves the exchange of information, persuasion tactics, and ultimately, reaching an agreement. The post-negotiation stage focuses on implementing the agreement and potentially engaging in further negotiations. The report also highlights the importance of non-task sounding and using external resources for persuasion. The references provided offer further insights into the topic.

Running head: INTERNATIONAL BUSINESS MANAGEMENT
INTERNATIONAL BUSINESS MANAGEMENT
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The Stages of Negotiation in China
Stage 1 – Pre Negotiation
The Chinese negotiation procedure begins with primary contacts with the Chinese government
authorities. They show the concern to be familiar with each other when they first meet.
Lobbying: Lobbying is the most crucial action which is dealing with foreign firms and
wants to sell business assignments in Chinese Industries like telecommunication.
Presentation: provide an eye-catching and trustable presentation to the Chinese partners
and negotiating group members in the significant steps for the formal negotiation meetings
(Mohan and Lampert 2013).
Trust Building: The Chinese people involve their value to build trust in business
negotiation.
Stage 2 – Formal Negotiation
Task-related exchange of information: The formal negotiation began when the Chinese
people present their high interest in future conversation and both of the side signed a “letter of
intent”.
Persuasion: The Chinese people use different negotiation strategies to persuade the
additional side to do business in their techniques such as flattery, deception, shaming, finding the
challenger’s issues, and compete with other competitors (Ray et al. 2015).
Concessions and agreement: The stage of the formal negotiation is the concessions and
agreement. In this phase, Chinese people present a highly affection to settle down all problems in
a “package deal”.

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Stage 3 – Post- Negotiation
Implementing and new rounds of negotiations: In this stage, the settlement is
implemented, such as speaking which is generally Chinese people honour their agreement.
Non-tasking sounding: During non-task sounding one party decided if a customer’s
concentration is focused on business.
Persuasion: Using external resources to encourage in place of direct confrontation.

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References:
Mohan, G. and Lampert, B., 2013. Negotiating China: Reinserting African Agency into China–
Africa Relations. African Affairs, 112(446), pp.92-110.
Ray, R., Gallagher, K.P., Lopez, A. and Sanborn, C., 2015. China in Latin America: lessons for
south-south cooperation and sustainable development.