Abstract

This paper outlines and describes managerial guidelines for successful negotiations. It examines the steps a manager may take to ensure successful negotiations.

Discuss the forces, including technology changes, which have fostered the development of global consumerism. Cite your sources.

Keywords: Negotiation, International Marketing

Managerial Guidelines for Successful Cross-Cultural Negotiations

In international business, understanding the culture is the most important factor that determines success in that foreign market. This will be the foundation for the negotiations and should be addressed prior to any meetings. A company needs to combine the best aspects of each organization to the respective cultures in the foreign market. The negotiations will be successful if the negotiating parties establish an open relationship and gain mutual trust. Several factors to consider prior to negotiating in international business are minimizing distrust and stereotyping, overcome communication issues, and relationship development. (Ready)

Minimizing distrust and stereotyping is a common issue that can deeply affect any negotiations. This can be rooted from the idea of assuming the values and mannerisms of the culture in the foreign market. For example, when McDonald’s decided to enter the market in India, they did not assume their beef burgers were going to be accepted in this mainly vegetarian environment. They did their research and adapted their restaurants to the marketplace by offering chicken sandwiches as opposed to beef burgers. They embraced the culture and established a level of trust with the consumers by respecting their culture. (McDonalds)

Overcoming communication issues can relate to verbal and well as non-verbal communication. Some cultures prefer direct and simple communication methods, while others