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Negotiation Technique

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You are the international sales manager for a large corporation here in the US. You have been working for months on negotiating a cross license agreement with a large Asian corporation for a product swap. Your CEO, who generally approves of the deal largely on getting the new product: has absolutely no cultural sensitivity, has never traveled outside the US, only speaks English, must be a part of the final negotiations at the Asian company's HQ in Asia.

How do you handle the CEO, how do you prepare your potential Asian partner, how do you keep the CEO from blowing up the deal because of lack of knowledge and cultural sensitivity?

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You are the international sales manager for a large corporation here in the US. You have been working for months on negotiating a cross license agreement with a large Asian corporation for a product swap. Your CEO, who generally approves of the deal largely on getting the new product: has absolutely no cultural sensitivity, has never traveled outside the US, only speaks English, must be a part of the final negotiations at the Asian company's HQ in Asia.

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First of all, I will educate the CEO's on various cultural sensitivity issues peculiar the Asian company's culture or in other words, will guide him on various aspects such as business customs and practices, negotiation style, communication styles and other key cultural aspects peculiar to the ...

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Sandeep Bardia, MBA
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  • BCom, SGTB Khalsa College, University of Delhi
  • MBA, Rochester Institute of Technology
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