Discussion Question

Negotiation Process in the International Arena

Negotiation is a common practice for leaders of international businesses.  International negotiation includes consideration of cultural similarities and differences, conflict resolution perspectives, power or status views, and decision-making styles.  Using the United States and two other countries, research negotiation practices of all three countries.

• Assess the cultural similarities and differences between the countries, including how negotiations might be affected.
• Explain how negotiators would be selected for each country and any issues differences in selection criteria might cause for negotiations.
• Propose strategies for conducting a negotiation between the countries.