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Introduction International Business Negotiations (3IBBA)

Introduction International Business Negotiations (3IBBA). Randy Richards St Ambrose University Session One Monday 5.16 12:00 to 1:30. Introductions. Who are you? Your interests? What do expect from this class?. Me: Randy Richards. The Class Schedule. Meet or Eat.

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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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