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Negotiation and Formulation of Strategy

Please assist answering the following questions:

1. Describe the art of negotiation in a global situation. What are the stages of negotiation and what role do styles of negotiation play?

2. Define "Formulation of Strategy". From a global perspective, describe approaches to international strategy and what factors a manager must consider.

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1. Describe the art of negotiation in a global situation. What are the stages of negotiation and what role do styles of negotiation play?

Global negotiation is often more difficult because the parties involved have cultural difference, language barriers, and different perspectives on what a "win" is. The ability to navigate those differences requires planning and knowledge of the opponent and their perspectives and needs. While every negotiation is based on getting as much as possible from the other side while losing a little as possible, the styles of negotiation will define the actual choices made.

The stages of negotiation are subjective to people and groups. The first and most important step is to prepare. Looking at the facts, the concerns and needs, and the alternatives gives the negotiator insight into what moves should be made and how to plan for their own Best Alternative to Negotiated Agreement (BATNA). The next step is to present your case and hear the other side. Hearing is as important as presenting. Then the arguments begin. Knowing the cultural background and ...

Solution Summary

The expert examines negotiation and formulation of strategy. The art of negotiation in global situations is determined.

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