Negotiating International Business Transactions

1
Negotiating International Business Transactions

• Professor Bobbi McAdoo
• Hamline University
• School of Law
• Slides adapted from Chris Guthrie

2
Problem-Solving Negotiation

• Theory
• Negotiation is a collaborative problem-solving
  exercise in which the parties try to work
  together to devise creative agreements.
• Strategy
• Achieve a wise, efficient, amicable agreement

3
Four Primary tactics in Problem-Solving
Negotiation

• Separate people from the problem
• Focus on interests, not positions
• Consider a variety of options
• Insist on outcomes tied to objective criteria

4
Active Listening Can Separate the People from the
Problem

• Active listening is a process of listening to
  another and communicating to that other your
  nonjudgmental understanding of both the content
  and emotion expressed.

5
Active Listening

• Active listening addresses perception, emotion,
  and communication problems in negotiations
• Allows you to understand the other
• Allows you to get past some of your own
  misperceptions about the other
• Allows you to recognize and acknowledge the
  others emotions
• Allows the other to vent and precludes you from
  reacting to an emotional outburst
• Facilitates communication

6
Components of Active Listening

• (1) Listen attentively
• (2) Demonstrate that you are listening
• (3) Demonstrate that you understand (or are
  trying to understand)
• (4) Summarize