You are about to embark on an international negotiation. You work for a multinational oil company, and your company has decided to set up a joint venture with Saudi Arabia and another one with a company in Russia. You are leading the negotiations.
What are the 5 stages of negotiation, and might you prepare for them?
Is the preparation different with each country?
What cultural differences do you need to be sensitive to in the process?
For example, what would you expect from the Arab negotiator versus the Russian negotiator who will be working with you, the American negotiator?
What would be some of the political, legal, economic, and ideological issues that may come up?
How would you manage conflict if it should come up in the negotiations?
What decision-making process would work better with the different cultures?
Inductive or deductive reasoning?
Is it a personal issue or a cultural issue?