Executives operating in an international environment spend much of their time on negotiation, the most decisive process to assess the results obtained.
Moreover, differences in business culture and dynamics across countries make it crucial to have and master negotiating skills when dealing with overseas clients, suppliers, distributors, partners or branch offices.
Certain principles of international negotiation should be applied regardless of where the negotiation takes place. Whatever the business to be conducted in a foreign market and the negotiating style of the other party, it is advisable to follow a series of patterns of behaviour that are valid for all countries and cultures.
In addition to the innate conditions and professional experience of each executive, these tips will help you negotiate effectively in an international context.
Tips and recommendations.
One of the most common problems in international negotiation is the international negotiator’s failure to adapt in two ways: on the one hand, they do not adapt to the proposals and the negotiating style of the other person’s culture, and on the other, they offer arguments without putting themselves in other’s shoes.
- Know how to plan the negotiation, distinguishing each stage.
- Understand the techniques that will take the negotiation forward and reach an agreement.
- Adopt a winning approach.
- Know and apply the concept of room for manoeuvre that may vary from country to country.
- Understand the differences between national and international negotiation.
- Take into account the cultural features of the country where the negotiation takes place.
- Use negotiating skills common to all countries.
- Adopt an entrepreneurial attitude.
- Develop and maintain personal relationships.
- Sum up the information obtained.
- Be flexible and adapt to schedules.
- Carefully arrange the trip.
- Map out a negotiating strategy.
- Accept the idea of being an outsider.
- Understand the customs and social practices of the countries visited.
- Adapt to the pace of negotiation of the country where the negotiation takes place.
- Negotiate the price; it is essential to establish an effective pricing policy.