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 ...
Get Practical Solutions to Global Business Negotiations now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
