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Introduction International Business Negotiations (3IBBA)

Learn about cultural intricacies in international business negotiations & practical negotiation strategies through interactive games. Gain insights into cultural behavior, deal making tactics, conversations, and public behavior in diverse settings. Enhance your negotiation skills and cultural sensitivity for successful global business interactions.

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Introduction International Business Negotiations (3IBBA)

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  1. Introduction International Business Negotiations (3IBBA) Randy Richards St Ambrose University Session One Monday 5.16 12:00 to 1:30

  2. Introductions • Who are you? • Your interests? • What do expect from this class?

  3. Me: Randy Richards

  4. The Class Schedule

  5. Meet or Eat • A simple negotiation game • The Game Set Up • Divide into pairs • Two Cards each – a meet card, an eat card • Place cards on table – No talking • If both parties play Meet, give each 3 points • If both parties play Eat, give each 1 point • If one party plays Eat and one plays Meet. • Meet gets 0, the Eat gets 5 • Track each exchange, numbering each and recording score • Post sheet at end of class • Begin round two with new partners, review previous posting to see what kind of partner you now have

  6. Track each exchange, numbering each and recording score • Round Party1 Party2 P1 P2 • 1 M M 3 3 • 2 M E 0 5 • 3 E E 1 1 • 4 E E 1 1 • 5 M M 3 3 TOTALS 8 13

  7. WINNERS • ADD UP ALL YOUR SCORES • THE PERSON WITH THE HIGHEST SCORES OVERALL IS THE WINNER • What did you observe and learn in the process? • How does this matter in a business negotiation context?

  8. Cultural Awareness in International Business Negotiations Divide up for class presentations Groups of 4/5 Pick Country 5 page (double) typed paper, due day of presentation, no paper = no presentation Presentation on cultural issues in business negotiations

  9. Cultural Awareness Reports • Location and brief demographics • Appointments and timing • Deal Making • Conversation • Public Behavior • Bonus section = interview with someone who has negotiated with businesses in your country

  10. Appointments and timing • typical vacation times • recommended appointment times • length of the lunch hour • signals that indicate beginning or end of an appointment • best arrival time (early, late, right on time)

  11. Deal making • negotiating tactics – do’s and don’t’s • the value of connections • sitting and presenting yourself in meetings • pace of negotiations • how disagreements and conflict is managed • preferred presentation styles • final agreements • thinking styles • adherence to company policy

  12. Conversation • welcome and unwelcome topics of conversation • the role of compliments • the tone of voice to be used • whether your hosts are physical or more reserved

  13. Public Behavior • how to greet strangers and introduce yourself • the rules for men interacting with women • acceptable demeanor • rules for eye contact • gestures/sayings to avoid

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