By Jeffrey Curry
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Additional info for A short course in international negotiating : planning and conducting international commercial negotiations
Conversely, disorganized, feuding teams spell success only for the opposition. It’s important that teamwork be demonstrable to some degree at the first meeting (airport or otherwise). Such visual cues as uniformity of dress, prominent company lapel pins, or even matching binders should be linked to a willing deference to the team leader. Counterparts will know that they’ve just met a team with a single purpose. Maintaining this level of cohesiveness will become essential if Divide and Conquer tactics are to be thwarted.
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. The client explained that he was very concerned about shipping schedules because the construction project was already late and penalty fees were soon to be charged.
Malaria, amoebic dysentery, and diarrhea are very real aspects of international travel and hence exert influences upon negotiations. Preparation in the form of predeparture medical advice, over-the-counter medication, avoiding overindulgence, and the generous application of common sense will keep negotiators at the table and away from the toilet. N O T E : Many tropical and subtropical nations require immunizations. Carry your immunization record with you when you travel. It can be an expensive and timeconsuming process to arrive “in country” without the proper health documents.
A short course in international negotiating : planning and conducting international commercial negotiations by Jeffrey Curry