INTERNATIONAL NEGOTIATION

INTERNATIONAL NEGOTIATION

1. Negotiation

   • Agreement
   • Conflict
   • Decision
   • Exchange
   • Value

2. Strategies

   • Integrative
   • Win–Win
   • Interests
   • Cooperation
   • Mutual benefit
   • Distributive
   • Limited resources

3. Styles

   • Direct
   • Indirect
   • High-context
   • Relationship-oriented
   • Task-oriented
   • Delegated authority

4. Tactics

   • Questions
   • Concessions
   • Anchoring
   • Silence
   • Timing
   • Packages
   • Agenda

5. Persuasion

   • Legitimacy
   • Objective criteria
   • Framing
   • Reciprocity
   • Trust
   • Credibility
   • Influence

6. Culture

   • Values
   • Norms
   • Communication
   • Hierarchy
   • Time perception

7. Outcomes

   • Agreement
   • Partnership
   • Long-term relationship
   • Trust
   • Commitment

8. Best Practices

   • Cultural awareness
   • Preparation
   • Clear communication
   • Adaptability