Scenario: Your company just lost a multimillion-dollar contract with a company from South Africa when negotiations broke down at the bargaining table. This is not the first time that the company lost a lucrative contract because they could not close the deal when negotiating in a foreign country. As the newest member of the international human resource management (IHRM) team, you have been tasked with researching ways to increase the success of your company’s negotiating team. Specifically, your director is looking for a two-page report addressing the following issues:
Describe how international negotiators can utilize nonverbal communication to enhance negotiations between different foreign cultures.
Describe how persuasion is used in cross-cultural negotiations. Include three preparation and strategy tips for successful negotiations.
Explain three personal characteristics of successful international negotiators and how these enhance their ability to handle cross-cultural negotiations. Give an example of each.
Recommend how your company should integrate this information in a training program for international negotiators.
