International Business Negotiation Paper Example

Introduction

An international business negotiation (IBN) is a form of procedures where there is a deliberative interaction between two or even more parties. One of the parties involved should be from a business entity, at the same time, it should be coming from a different country. These two players are moreover should be with a common aim of redefining their inter-party reliance in matters relating to the business. Giving some examples to this fact will include, company-government, company-company as the interpersonal interactions on matters about business. This could be areas of sales, marketing, ventures as well as in the field of acquisitions. Internationally, the executives have been attempting to have a negotiation on optimal solutions. That is to minimise the conflicts and at the same time making maximum profits for the organization (Sandin and Francis, p.33). For the negotiations to be successful and peaceful, it should be prepared well from scratch. Most important is to understand the manner in which the international negotiation factors and the likelihood of the IBN. Once the parties involved get more apprehension of the factors and procedures as well the theories, the negotiation will be more successful.

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Based on the arguments on the negotiation theories, my discussion will be more focusing on the dimensions of the negotiation outcomes and the process of achieving a successful negotiation. For example, in the Thai and the international business negotiating parties in relation n to the last cultural international business negotiations (Lam and Liaw, p.35).

Discussion

The negotiation process is a complex social process. It involves elaborate structure which is composed of opinions and the social relationships which are changing on a daily basis. This also has many elements of the individual as well as for the organizational behaviours. The perceptions of the future influence this, and at the same, it is affected by the past and much more the present circumstances (ZUO et al. p. 42). The composition of these negotiations is an enormous number of verdicts that are made by the variant populace at a different point in time. However, the apprehension of the outcome de depends more on the overall appreciative of the stages as well as the parts of the negotiation deal. This is important because these are negotiations of which the outcome will affect the various issues and the lives of very many people especially the international business community.

From the introduction part, it is very evident that culture recognition is an important aspect of the concession process. The executives of the relevant organisations need to understand the culture of the parties involved in the negotiation. This could otherwise hinder a collective bargaining process. It is also of more benefit if they should be more adapted to the cultures under which the negotiation of the business is done (Tian, p.46). Furthermore, a very specialized approach is required for any given cultures. Unique attention to cultural aspects is required in any given negotiation for it to be successful. This will also help in realizing a more positive form of negotiation to the resolving unions.

Additionally, the negotiators in this setting should possess unique characteristics to head a successful negotiation internationally. For instance, they should be very skilful. This is attributed to the experience they have gained over the years. In most cases, these individuals are composed of personnel of ages fifty and above (Walker et al. p. 47). For this reason, those negotiators who have not gained experience, are required to learn more about the international laws and regulations regarding the worldwide business as well as the cultural aspects in the context. The negotiators are also required to be more prepared than expected. This is because if not well prepared, they will lead to impending development in the process of an appropriate approach to the negotiation.

The negotiation in the international business generally involves about three main stages along which the conversation should be based (Stahl and Tung, p. 51). These include the following: the pre-actual negotiation. In this particular aspect, preparation, as well as the planning for the real negotiation process, is the primary focus. It is an important step involved in the process of negotiation. This provides the background to the actual negotiation. Examples of activities which are required here are, building up the trust as well as the relationship. Also, some mission-related performance that focuses on the predilections which are more related to various alternatives about the problem. In brief, the first stage of the negotiation process involves getting more familiarised to each other as well as identifying the pertinent issues and then getting prepared for the negotiation process. This stage of the negotiation process is inclusive of face to face interaction of the parties, the correct persuasion procedures and finally the utilisation of tactics in the whole negotiation procedure (Deresky, p.55). The variations in the preferences, as well as the expected outcomes about the negotiation, are also explored here in a more detailed view.

The concerns, conciliations, evaluation, covenant and the follow-up actions are the main activities which are performed in the post-negotiation stage. The above steps are carried out more concurrently. Typically, the international business negotiations in many complexes and more difficult when accessing than when negotiation is on the progress. The reason behind this is that different values of negotiations are involved. Interestingly, the negotiators have a unique perspective when it comes to the negotiation. This leads to variant styles being employed in the process. There are also other exterior factors which influence the negotiation process (Brannen et al. p.57). This will include the following: international rules and regulations, the economic growth of different nations and finally the exchange rates which will automatically lead to an increase in the negotiation complexity. The international negotiators are however required to have a clear understanding of the other values. This will benefit in the adoption to the negotiating tactics on the emerging circumstances.

In the process of negotiation, the negotiator should employ tactics. This is utilized in making of changes in the perceptions concerning power. This is because there are power perceptions in the minds of the negotiators on the other part. Simply, by using tactics, the negotiator can play down from his or her walk position in a quicker way (Yan and Luo, p.62). When these tactics are used accordingly, it will assist in ensuring that the minds of those people to whom the negotiations are a target to make up their brain for the action. However, when this ploy is used wrongly, it will lead to performing things which are never expected of. So for the benefit of the other negotiation party, the mediator should have a full understanding of the tactics which is it to be used during the negotiation. This tactics or ploys are available in the following clear categories: the ethical, marginal and unethical tactics.

To add on the issue of the tactics, the negotiator should employ the various body languages. Both verbal and non-verbal. Thus the negotiating panel should be in a position to read the various body languages. Also, they should have a distinct meaning of the clues being used. For instance, frowning of the face, or even smiling will give a definite meaning. This means that for the negotiation to work well, the negotiators should be well conversant with different forms of communication (Tjosvold, p.67). Different body languages have different meanings all together, thus to be in a better position, the negotiator should be more educated on the communication techniques.

The diplomats should be friendly during the discussion. By giving a friendly expression to the other parties, the mediator or the negotiator will, in turn, have a conducive environment where negotiations can take place. Over time, there have been much research on the effect of successful negotiation especially the one for the international businesses. The outcome of the research was that the negotiators were able to create a conducive environment. This was done by conducting the talk on a friendlier place to both parties (Liu and Zhang, p.72).

Additionally, it is done mostly in the countries' where none of the worrying nation or party comes from. In other words, the negotiation is conducted in a more nonpartisan way. Negotiations are also conducted in a well-prepared stage, where sufficient lighting, ventilation, as well as free from disturbances from other external forces.

Low balling is also another style employed. This is a situation where the negotiators decide to go for the lower offer is given. This tactic is done to outrageously lower the demands and the expectations of the opposite party. Perhaps this will be of benefit since it helps to level out the other negotiating site was from the position (Adler and Aycan, p.78). The personnel should also be aware of showing up a surprise which depicts that he or she is not pressing on the issue posed.

Conclusion

Finally, the representative should engage the use of silence during the process. This is especially more working where the envoy is posing a question to the panel. This silence tactic is employed by keeping or maintaining such silence for one minute after asking out a great question (Chen, p.82). Thus the person who posted the question should remain silent as he waits for the response.

For the successful business negotiation, the negotiation itself should act as an art as well as the skill. By viewing on the negotiation as the multi-disciplinary activity on its own, it makes the envoys achieve more desires regarding success together with the foreign associates. This argument is agreed upon by a very big number of scholars. They agree that by using and regarding the negotiation has a multi-disciplinary component on its own; the parties are achieving much on the same. Many scholars also give more emphasis on the benefits of the cross-cultural relations all the way to the negotiations. The other scholars are also giving demonstrations on how the existence or the nonexistence of certain important variables affect the structure, the process as well as the result of the negotiation. For this reason, by utilising the negotiation analysis in accessing the likelihood of the various end product as a trial will assist during the process of negotiation. This as a more realistic consideration of various ethical issues as well as the strategic choices, which as cooperative and competitive bargaining in the negotiation table (Brannen et al. p.85).

In any given business negotiation, for my case is an international business, there should be an existing common goal or the interest of the meeting. Before the envoys come to the negotiating table, they should bear in mind the reason as to why they are there. This is therefore of important since the negotiators will have a wide view of the meeting and the interest of the general business community. This will allow the diplomatic of the various nations to seat together and have an agreement which is favourable to all. For example, the diplomats of different nations can hold a peaceful and successful negotiation meeting on matters relating to the opening of the border trade. This will allow regional or even continental trade to take place without any constraints from the member nations (Palg...