Chapter 5

Initiating Global Business Negotiations

Making the First Move

This estimable merchant so had set his wits to work, none knew he was in debt.

—Geoffrey Chaucer

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.

Setting the first offer is crucial as the final price usually ends up around the midpoint between the first offer and the counteroffer.

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 ...

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