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Once we have our Internationalization plan,
it is time to get our boots on the ground.
It is time to negotiate.
We will negotiate over price, over availability or over the productÃs
tangible benefits.
Every negotiation starts out with a gap or disagreement between the parties.
These parties are different.
With whom do we negotiate?
In the buying and selling of the product, in a
distribution agreement, or with our partners in a joint venture.
In every negotiation, various phases are established.
From the initial contact and the preparation to the closing.
During the meeting the parties will make their proposals, and discussion
will be generated.
The closing ends with an agreement, or with the parties abandoning the negotiation.
In every negotiation, the parties have an optimal position which
they wish to reach.
They will accept another position, the expectant position. And they adopt one at the moment they decide
to end negotiations:
the deadlock position.
But do not think that negotiation is the same everywhere.
In each country, or in different cultural contexts, there are some specific guidelines with respect to
negotiation.
Thus, we encounter high or low context cultures, referring to the way in which members of
these cultures communicate their motives; and mono-chronic or poly-chronic cultures,
referring to their approach to time and
to the tasks to be carried out.