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    Chapter 4

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    Tuyền Phạm
    The document outlines the steps in international business negotiation, including pre-negotiation where objectives and limits are set, face-to-face negotiation, and post-negotiation. Pre-negotiation involves setting objectives, seeking precedence, creating tradables, and establishing limits. The negotiation process is then described including setting objectives at different levels, developing alternative options, and establishing a bargaining zone.

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    Chapter 4

    Uploaded by

    Tuyền Phạm
    60 views18 pages
    The document outlines the steps in international business negotiation, including pre-negotiation where objectives and limits are set, face-to-face negotiation, and post-negotiation. Pre-negotiation involves setting objectives, seeking precedence, creating tradables, and establishing limits. The negotiation process is then described including setting objectives at different levels, developing alternative options, and establishing a bargaining zone.

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    The document outlines the steps in international business negotiation, including pre-negotiation where objectives and limits are set, face-to-face negotiation, and post-negotiation. Pre-negotiation involves setting objectives, seeking precedence, creating tradables, and establishing limits. The negotiation process is then described including setting objectives at different levels, developing alternative options, and establishing a bargaining zone.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    60 views18 pages

    Chapter 4

    Uploaded by

    Tuyền Phạm
    The document outlines the steps in international business negotiation, including pre-negotiation where objectives and limits are set, face-to-face negotiation, and post-negotiation. Pre-negotiation involves setting objectives, seeking precedence, creating tradables, and establishing limits. The negotiation process is then described including setting objectives at different levels, developing alternative options, and establishing a bargaining zone.

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    Chapter 4

    STEPS IN INTERNATIONAL
    BUSINESS NEGOTIATION
    Ta Hoang Thuy Trang, MBA
    Content
    Chapter 1: A framework for international business
    negotiation
    Chapter 2: Vis-à-vis: International Business
    Negotiations and cross-cultural communication
    Chapter 3: Principled negotiation
    Chapter 4: Steps in international business
    negotiation
    Chapter 5: Negotiating different types of projects
    Chapter 6: Negotiation in different parts of the
    world
    Learning objectives
    • Knowledge
    – Develop an understanding of effective international
    negotiation process.
    – Identify negotiated solutions and compromises based
    on fairness, place negotiation in the context of
    managing long-term business relationships.
    • Skill
    – Develop, through simulation, experience with the
    complexity of international business.
    • Attitudes
    – Hardworking and creativity in working and learning.
    The Negotiation Process

    Sources: Ghauri, P. and Usunier, J-C. 2003, International Business Negotiation,


    The negotiation process

    1. Pre-negotiation

    2. Face-to-face negotiation

    3. Post negotiation
    Pre-negotiation
    • Set your objectives (precisely what you want
    to achieve)
    • Seek our precedence
    • Create series of tradables
    • Set your limits
    Set your objectives

    Top objectives

    Setting
    Target objectives
    objectives

    Bottom objectives
    Seek our precedence
    • Coffee price
    Create series of tradables
    Time

    Money Specification
    Set your limits
    Bargaining zone

    Highest (most that I want)

    Lowest (less I will accept)


    Set up your BATNA
    1. develop a list of actions;
    2. improve some of the more promising ideas;
    3. select, tentatively, the one option that seems
    best.
    What is your BATNA?

    WHAT WILL YOU DO IF YOU CAN’T GET THE


    MINIMUM THAT YOU WANT?

    Best Alternative To a
    Negotiated Agreement
    What is your BATNA?
    Bargaining zone

    Highest (most that I want)

    Lowest (less I will accept)


    Bargaining zone

    ZOPA

    Buyer’s Seller’s lowest Buyer’s Seller’s


    lowest target target highest target highest target
    What if?
    • Develop a series of “What if” scenarios?
    Developing “what if” scenarios?
    What if? Our response would be?
    They want the services for $30?

    They will compare our price to our


    competitor
    Post negotiation
    Review questions
    1. Describe briefly a negotiation process.
    2. Which stage is the most important in a
    negotiation process?

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