When an organization enters into negotiation with firms from another country it is critical that the negotiators understand how the negotiators from that country think and engage in the negotiation process. The better a negotiator knows and understands the people being negotiating with, the better the chances are of a successful negotiation. One way to better understand the other negotiator is to develop a negotiator profile.
Upon successful completion of the course material, you will be able to:
• Develop an international negotiator profile.
- Review Chapter 5 in International Management. As you read, consider the different ways in which negotiators from different countries approach and act in the negotiation process.
- Develop a working “negotiator profile” similar to those found in the text chapter for the cultural group you are involved with for your service project.
- Include in your profile specific findings related to the general approaches and negotiation related actions and thought perspectives.
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