In order to successfully negotiate with international customers one needs impressive presentation skills, proper understanding of cultural nuances of the party with whom one plans to negotiate. Negotiations in the international scenario are governed by 4Cs they are common interests, conflicting interests, compromise and criteria. Government authorities can be viewed in two different view-points namely hierarchial view and bargaining view. For more such innovative content on management studies, join WeSchool PGDM-DLP Program: http://bit.ly/ZEcPAc

1. Chapter 18
International Negotiation
International Marketing
Chapter-18 International
Negotiation

2. Objectives
What are the 4 Cs of negotiation
What are the stages of negotiation
What are the prerequisites of effective
negotiation
What is negotiating with regulators
International Marketing
Chapter-18 International
Negotiation

3. Introduction
Negotiating with international customers,
partners and regulators often requires a lot
of meticulous preparations and skill.
Successful negotiation demands threadbare
analysis and evaluation of the commercial
and their impressive presentation and proper
understanding and appreciation of the
cultural nuances of the negotiation a party
and skillfully navigating the negotiation
process accordingly.
International Marketing
Chapter-18 International
Negotiation

4. 4 CS of Negotiation
Common interests
Conflicting interests
Compromise
Criteria
International Marketing
Chapter-18 International
Negotiation

5. Stages Of Negotiation
Preparation
Non-task sounding
Task-related information exchange
Persuasion
agreement
International Marketing
Chapter-18 International
Negotiation

6. Prerequisites For Effective
Negotiation
1. Selection of the appropriate negotiation
team.
2. Management of preliminaries, including
training, preparations, and manipulation of
negotiation setting.
3. Management of the process of negotiations,
that is, what happens at the negotiation
table.
4. Appropriate follow-up procedures and
practices.
International Marketing
Chapter-18 International
Negotiation

7. Cultural Problems In
International Negotiations
1. Language and non-verbal behaviors
2. Values
3. Thinking and decision making
processes
International Marketing
Chapter-18 International
Negotiation

8. Negotiating With Regulators
In many instances government is a
party in international business
negotiations.
There are two view points of the
governmental authority
1. Hierarchical View
2. Bargaining View
International Marketing
Chapter-18 International
Negotiation

9. Determinants Of Bargaining
Power
1. Relative importance of the project
2. Alternatives
3. Urgency
4. strengths.
International Marketing
Chapter-18 International
Negotiation

10. Summary
Negotiation with international customers,
partners and regulators requires impressive
presentation and proper understanding and
appreciation of the cultural nuances of the
negotiating party.
Common interests, conflicting interests,
compromise and criteria are the 4 Cs of
negotiation.
There are two view points of government
authority; hierarchical view and the
bargaining view. International Marketing
Chapter-18 International
Negotiation