Read e-book online A short course in international negotiating : planning and PDF

By Jeffrey Curry

ISBN-10: 1607800098

ISBN-13: 9781607800095

Brief path books are written from a world point of view for a global viewers.

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Extra info for A short course in international negotiating : planning and conducting international commercial negotiations

Sample text

Assess the training needs of the targeted company for possible budgeting. Assess the managerial capabilities of the target market and company. ■ EDUCATIONAL Determine the status of the national and local system of electrical power supply, roads, water, sewage, waterways, seaports, railways and airports. , electricity). ■ INFRASTRUCTURE Establish the level of access to and current use of technological developments related to the project in both the near- and long-term. Investigate government involvement in or restriction of technological access or development.

HOLIDAYS AND RELIGIONS Negotiations should be planned in accordance with events occurring at the host location as well as the needs of visitors. Discussions during Christmas in London or during Carnival in Rio de Janeiro will hardly be productive. Similarly, inviting a Beijing company to Minneapolis during the Lunar New Year period will also be met with some resistance. By monitoring the religious and traditional holidays of all attendees, negotiations can proceed without distraction or interruption.

Translated versions should be thoroughly checked. The use of an RFP should be limited to those companies that operate in economies that are bound by substantial commercial contract law and trade agreements. Because many international contracts are negotiated and operated at long distance, the RFP can be a very cost-effective way of introducing business partners. C A U T I O N : As will be discussed later in the sections on cultural considerations, bluntness may be interpreted as a form of rudeness in some societies, while in others it will be viewed as timely and efficient.

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A short course in international negotiating : planning and conducting international commercial negotiations by Jeffrey Curry


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