Andrea von Wunster Fordham University Dean Einersen 5/10/11 ESSAY # 1 As a manager‚ one must consider the cultural component of each negotiation process. Negotiations that take place internationally incur an even more dramatic set of cultural factors that contribute toward each party’s perception of the negotiation. “International business deals not only cross borders‚ but they also cross cultures. Culture profoundly influences how people think‚ communicate‚ and behave. It also affects the
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International Negotiating by Jeffrey E. Curry Introduction All of us negotiate from time to time as a part of our daily lives. Whether it’s a movie we want to go to‚ or a new home we wish to purchase‚ and regular everyday life involves negotiations of one sort or another. I think this book is descriptive‚ provides good foundation for successful international negotiations‚ proves to be useful and contains various tips on organizing and conducting both local and international negotiation. I found
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What is communication during a negotiation? * Not about negotiator preferences * Blend of integrative verse distributive content varies as a function of the issues being discussed * Content of communication is only partly responsible for negotiation outcomes FIVE CETEGORIES OF COMMUNICATION 1. Offers‚ counteroffers‚ and motives * Important communication in negotiation Convey offers and counteroffers * Bargainers preferences exhibit rational behavior by acting in accordance
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cultural norms will have different levels of interaction‚ understanding and negotiation prowess‚ Carnevale‚ P‚ & Choi‚ D (2000) As we have discussed over the last few weeks‚ culture encompasses a broad definition‚ a notions which conveys basic level ‘psychology’ of behaviors and human nature‚ such as language‚ economic ideology‚ beliefs and values (tradition) and so forth. Hence‚ Kremenyuk‚ VA (1988) notes that negotiation can therefor be seen as a human process that is related to problem solving
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NEGOTIATIONS IN INTERNATIONAL TRADING - Cultural aspects - Summary 1. Introduction in the negotiation process 2. Factors that influence the international negotiations 3. Cultural aspects of International Business Negotiations 3.1. Hofstede’s cultural dimensions 3.2. The influence of culture on negotiations 4. Negotiation patterns in cross- cultural negotiations 5. Analysis of cultural differences in international negotiations – A study case upon the American and Chinese culture
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International business negotiation 1 Introduction Sensitivity to cultural differences is very important in today’s international business arena. Culture profoundly influences how people thinking‚ communication and behave. Nowadays‚ business executives are finding themselves in precarious situations due to culturally rooted differences in business protocol‚ language and value system. Therefore‚ being aware of the influence of culture on international business negotiations and the proper
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From the exercise of Harboco‚ I have learned three valuable lessons in multiple-parties negotiation: identify relative power of each part‚ find each party’s best interest‚ and ally with key parties. Before started negotiation process of this case‚ I felt overwhelmed after I read case and job description. At time‚ I was thinking‚ “Oh my god!! I couldn’t even master 1 on 1 negotiation yet and now we have 6 parties while each side has different degree of interests in 5 categories!!” I was very clueless
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Comparison: International Business Negotiation (China & USA) Word count: 3134. Introduction: With the globalization of world businesses‚ China has become an appealing market for foreign investors. The problem of cross-cultural management arises as the cooperation between China and its culturally different Western partners continues to increase at an unprecedented rate. This paper presents an understanding on the general cultural differences between United States of America and People ’s
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in Argentina didn’t have major problems‚ however as the time passed‚ in 2011 conflicts between YPF and the government of Argentina began to arise‚ at first it was at company level but the problems increased and with the time and it became an international diplomatic conflict between Spain and Argentina. One of the major problems began when YPF announced the finding of the largest oilfield of the history of Argentina in the province of Neuquén in November 07‚ 2011; the first estimation is that
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我们已经接受了他们的报价，并订货了六万打瓶子（每打20英镑，到岸价(dàoànjià)-CIF:利物浦）。 Now i ask you to meet their managers on monday as scheduled and negotiate for a favoured method of payment. 现在我问你，以满足他们的经理在周一如期举行，谈判(tánpàn)最好的支付（zhifu）方式。 (check underlined There are different types of Payment in international trade but the ones that suit us more is Collection on documents (跟单托收) because it is very easy and convenient. There are 2 types D/P (Document against Payment)- Pay before we get the Shipping documents-at the same time as getting them‚ and D/A
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