INTERNATIONAL BUSINESS NEGOTIATIONS: A STRATEGIC PLANNING MODEL

Abstract

Environmental determinants of International Business Negotiations: A Strategic Planning Model Negotiation is a skill which can be learned. Most American and Western executives do not, however, devote sufficient time or effort to learn the art of negotiation or to understand the cultural differences among nations. The accelerating interdependency among global societies and the growing role of U.S. and Western countries in international trade, especially with Third World governments, strongly necessitate learning, experience, and training in this important task. True understanding of environmental determinants, styles, and tactics of international business negotiations is a must, if one is to achieve desirable outcomes. The old attitude of bargaining overseas and the John Wayne approach will not work anymore. “Go native” and “adaptibility” will be the key words for successful international business negotiations in the future.

Citation

Heiba, F.I. (1984), "INTERNATIONAL BUSINESS NEGOTIATIONS: A STRATEGIC PLANNING MODEL", International Marketing Review, Vol. 1 No. 4, pp. 5-16. https://doi.org/10.1108/eb008259