By Jeffrey Curry
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Additional resources for A short course in international negotiating : planning and conducting international commercial negotiations
Never let your counterparts see you at your worst, especially if it’s the first time they see you. The visitor’s accommodations must have facilities that permit the negotiators to maintain hygiene and laundry. , irons, steamers) to be brought along. Negotiating staff must be capable of looking their best under the bleakest of circumstances. This is another reason why high maintenance personnel shouldn’t be selected as negotiators. Hosting negotiators also need to be concerned about their appearance, particularly when they’re acting as sellers or attempting to attract investors.
Sometimes this preservation of harmony forces the bad news to be revealed only after the deal has been finalized. International travel and communications demand patience even when negotiations are going smoothly. Similarly, outside influences such as foreign and domestic politics, governmental agencies, and citizen groups can all have a bearing on negotiations. In all cases, the ready application of patience will go a long way toward countering their effect. Reconnaissance Every good battle plan requires reconnaissance.
Social skills will be assessed and pecking orders delineated. Cultural acumen, marital status, education, strategy, and business sophistication will all be exposed then duly noted. The opposition is looking for chinks in the armor as they pour the champagne. Visitors must keep their guard up, and all team members should be briefed about maintaining their dignity as well as a unified front. Generally, a word to the wise is sufficient, but special care should be taken with younger, inexperienced members of the team.
A short course in international negotiating : planning and conducting international commercial negotiations by Jeffrey Curry