Creative Solutions to Global Business Negotiations, Third Edition

CHAPTER 10

Communication Skills for Effective Negotiations

He who knows does not speak. He who speaks does not know.

—Lao Tzu

With a growing number of countries becoming actively engaged in world trade, resulting in intensified contacts between exporters and importers from different cultures, and with increased competition in both domestic and international markets, business executives are faced with a demanding environment for their commercial negotiations. In particular, those in small- and medium-sized firms entering the global market for the first time need to master negotiating skills in a multicultural setting. Communication techniques are an important part of these skills. Negotiating is first and foremost about communications. It is a ...