International Negotiation: Planning and Operation of International Business Negotiation

Author: (USA) Curry
Publisher:
Publish Date: 2002-12-01
Features: The term negotiation originates from the Latin verb negotiari, meaning "to do business, to trade." This Latin verb itself is composed of another verb meaning "to deny" (negare) and a noun meaning "leisure" (otium). Therefore, ancient Roman merchants "did not take leisure to enjoy it" before a transaction was concluded. Negotiation is the core of every transaction. In most cases, trading parties with consistent goals (for profit) but diverse methods ultimately need to go through negotiation to complete a deal. Negotiation aims to ensure that both parties, employing different methods (various details in the contract), ultimately achieve satisfactory results. As we will see, negotiation is actually a challenging process, intertwined with conflict and compromise. Whether negotiating for trade or investment, one party always holds an advantage. This advantage (e.g., the ability to profit) may stem from the degree of "demand" or the "supply" capability. Negotiation seeks to redistribute this potential. In international business, there is never a situation of "all or nothing." Everything must be resolved through negotiation, but success depends on whether the negotiators possess superior skills and strategies. This book aims to assist negotiators and explain methods for making appropriate human and strategic choices in international business negotiations. The basic framework of this book is structured in the order of negotiators, negotiation content, negotiation location, negotiation time, and negotiation methods in international negotiations.