Chapter 19: Inventive Negotiations with international Customers, Partners and Regulations:

Question 1

4 Aspects in which culture impacts negotiation behaviour

Answer 1

1. Language
2. Non Verbal Behaviour
3. Values
4. Thinking and decision making process

Question 2

3 aspects of Values

Answer 2

1. Objectivity,
2. Competitive vs equality
3. Punctuality

Question 3

4 Steps to effective negotiation

Answer 3

1. Select appropriate negotiation team
2. Manage preliminaries
3. Manage process of negotiation
4. Appropriate follow up procedures