A Short Course in International Negotiating: Planning and by Jeffrey Curry

By Jeffrey Curry

Brief direction books are written from a world point of view for a global viewers.

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Extra info for A Short Course in International Negotiating: Planning and Conducting International Commercial Negotiations (Short Course in International Trade)

Sample text

The visitor’s accommodations must have facilities that permit the negotiators to maintain hygiene and laundry. , irons, steamers) to be brought along. Negotiating staff must be capable of looking their best under the bleakest of circumstances. This is another reason why high maintenance personnel shouldn’t be selected as negotiators. Hosting negotiators also need to be concerned about their appearance, particularly when they’re acting as sellers or attempting to attract investors. Researching their visitor’s business standards and acting in accordance with them is recommended.

This case history demonstrates the information flow necessary and the role of service during teleconference negotiations. CASE HISTORY: I was called by a representative of a South American construction company asking us to ship heavy street paving machinery. The client explained that he was very concerned about shipping schedules because the construction project was already late and penalty fees were soon to be charged. I explained that his stated desire to move the machinery “as is” and “immediately” simply could not work.

Research may also determine that an industry or economy is far too corrupt to warrant further inquiry. ■ CORRUPTION Get a fix on the host country’s view toward foreigners in general (xenophobia is alive and kicking worldwide) as well the attitudes concerning your particular nation. National biases may be racial, geographic, cultural, political, moral, or religious in nature. Determining these stereotypes in advance will allow for proper strategy and tactic development as well as team selection.

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