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Negotiation
International business negotiations are often complex and delicate affairs. What one culture considers to be a good negotiating tactic may be seen as highly offensive in another. As a result, it is important to be aware of both good and bad negotiation tactics before entering into any cross-cultural business deals. Some good negotiation tactics include being flexible, maintaining a positive attitude, and showing a genuine interest in the other party's needs. On the other hand, some bad negotiation tactics include being too aggressive, making demands without being willing to compromise, and failing to show respect for the other culture. By being aware of both good and bad negotiation tactics, businesses can increase their chances of success when entering into international contracts. In my experience with negotiations, I once had a very small rolemainly as an observerwith a negotiation team in the corporate sector. The team was trying to secure a contract with a potential client who was based in a different country. The negotiation process appeared to be very intense, as I remember it at the time, and it went on for several months. In the end, the team was able to reach an agreement that was beneficial for both parties. I learned a lot from this experience, and it helped me in terms of understanding what to do and what not to...…while, and the whole process was needlessly stressful.
On the hand, I think BATNA (best alternative to a negotiated agreement) also could have been a useful tool in this situation. The negotiation might have gone faster if our side had simply been willing to walk away unless a win-win was within reach. If both sides had been clear about their bottom line from the beginning, they might have been able to reach an agreement without all the drama.
Still, I learned a lot from that process. I learned what not to donothingand what to do: identify interests, and explore new options. Go with what creates a win-win, and be willing to walk if a win-win…
References
Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreementwithout giving in. Penguin.
Larson, E. & Gray, C. (2017). Project management. McGraw-Hill.
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