Responses should be a minimum of 100 words and include direct questions.
Describe the art of negotiation in a global situation.
Negotiation in a global situation takes on an entirely different meaning than if you were simply negotiating with a company within your own culture (Keeney, 2014). When you step outside of the bounds of your own cultural norms, your prerequisite knowledge that you must know prior to entering into a negotiation grows substantially (Requejo & Graham, 2014). For example, if you are walking into a negotiation with a potential international business partner from Southeast Asia, then understanding how they think and how their business operates is something that will not only assist you in receiving a positive outcome from that negotiation, but also will help you establish a positive reputation with said potential business partner (Keeney, 2014)
In addition to studying the culture of your potential global business partner, negotiation in general varies widely from country to country (Keeney, 2014). While in America there may be very small variations where terms can be agreed upon, in many other countries, including many in Southeast Asia, that negotiating margin may be much higher (Requejo & Graham, 2014). If you understand this walking into a negotiation, then it could greatly benefit you and ensure that you enter into a sound business deal where you know that you negotiated to the best of your ability and international knowledge.
What are the stages of negotiation and what role do styles of negotiation play?
The stages of negotiation are preparation, relationship building, exchange of task-related information, persuasion, and concessions and agreement. Styles of negotiation play a pivotal role in how a negotiation turns (Keeney, 2014). The various different styles of negotiation, if used correctly, can play critical roles in how the negotiating parties interact with each other. Additionally, if one of the negotiating parties does not understand a negotiating style or directly counteracts it, then it could create significant complications that may inhibit the entire negotiation process (Keeney, 2014). Overall, the stages of negotiation, as well as the styles pertaining to it, are very important factors in deciding how an overall negotiation turns out.
References
Keeney, R. (2014). Becoming a Resourceful Intercultural Communicator: Intercultural Communications Competence and
Identity Negotiation in Global Work Interactions. Villanova University.
Requejo, W., & Graham, J. (2014). Global negotiation: The new rules. New York, New York: Palgrave Macmillan.