Download PDF by Jeffrey Curry: A short course in international negotiating : planning and

By Jeffrey Curry

ISBN-10: 1607800098

ISBN-13: 9781607800095

Brief path books are written from a world point of view for a world viewers.

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Extra info for A short course in international negotiating : planning and conducting international commercial negotiations

Example text

It can also be a question of money when the size of the upcoming deal does not warrant expensive business trips in order to bring about a successful conclusion. A simple request for a quote by fax or a telephone call can be the start, and sometimes the ongoing mode, of very lucrative international deals. This case history demonstrates the information flow necessary and the role of service during teleconference negotiations. CASE HISTORY: I was called by a representative of a South American construction company asking us to ship heavy street paving machinery.

When this is the case, the response should be to decline the offer gracefully. Reasons should be stated in the broadest and most diplomatic terms possible. Under no circumstances should a company respond rudely or (even worse) fail to make any response at all. Besides being unprofessional, such undiplomatic behavior limits the possibility for future projects and negotiations. It’s not unusual for companies and traders to maintain contact for years before a single deal reaches fruition. Many attempts may occur before “the right fit” happens, and a well-worded rejection leaves the door open for the future.

If particularly sensitive equipment or personnel are brought along, the host company as well as embassy personnel should be alerted in advance in order to facilitate entry. Keep in mind that in many countries, any altercations at the point of entry may result in the host company being held responsible. This will definitely be the case when a formal invitation is involved. Confiscated equipment, limited visas, a fine, and a government reprimand for the hosts is a less than auspicious way to begin negotiations.

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A short course in international negotiating : planning and conducting international commercial negotiations by Jeffrey Curry


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