Negotiating across cultures

Chapter 5 deals with the capabilities of negotiating in a global business context. Although no two international negotiating situations are ever identical, some negotiating strategies are generally valid in most instances. Based on the experiences of successful and culturally sensitive international negotiators, this chapter provides such general guidelines as: (1) concentrating on long-term relationships; (2) focusing on the interests behind the positions; (3) preparing carefully; (4) being attuned to timing; (5) listening; (6) maintaining flexibility; and (7) acting ethically. When discussions are conducted in a cooperative climate in which the priorities of both sides are met, the negotiation ends as a "win-win."