CHAPTER 5

Initiating Global Business Negotiations

Making the First Move

Openings are opportunities

—Michael Wheeler

The way a person opens business negotiations influences the entire process, from the initial offer to the final agreement. For first-time negotiations, especially between different cultures, these opening moments are even more critical.

Doing business in the global arena is a long-term prospect, where personal relationships are essential. Skilled negotiators create a favorable atmosphere that has a positive impact on the tone, style, and progress of negotiations, as well as on the final agreement.

Once made, first impressions are difficult to change, particularly if they are negative. People tend to have quicker, stronger, and longer-lasting ...

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