Strategies to Side-Stepping Impasses and Assumptions Applied in International Trade and Negotiation (Reading 1.5 p. 48-55)

Tactical business negotiations in International Business conducted worldwide are having the same theoretical emphasis as to how Nierenberg & Calero believes that “It’s not what you do that works; it’s how you do it”.  Negotiations needs good timing as to when, where, who, what, & how are you going to execute any given business negotiation case scenario.  

Business tactical negotiation under the supervision of the universal and domestic laws must be applied to carry out the correct ruling of both parties and the mediating party considered as the third party.  In cases ruled by international courts and national immigration, defendants are being ruled based from the International laws and the national laws where the case incident occurs.  With this accord, International Business Negotiators must consider the strategies and tactics relevant to International Business Negotiations.

Stanford University Business Negotiations

Effective Business Negotiations

NEGOTIATION STRATEGIES AND TACTICS:

Assumption University Official Parrot

1 Forbearance- in this curriculum this term is also referred as the “waiting in haste”.  Sometimes in negotiations’, waiting for the right time to engage is the most accurate thing to do.  Sometimes when the approach is too early to be delivered immature results will lead to unforced errors and conflict.  A thorough academic observation to serve as the bases for the tactical negotiations & executions is advised.   

2 Silence- is by doing nothing against any negotiation cases given.  We think that silence is defensive, but if we actual look at the effectiveness of silence it will lead to a precise execution of the planned negotiation.  In the text, the author emphasize that “Silence is powerful.  This concept will support further to the idea of forbearance.

3 Surprise- A sudden shift of decisions maybe also helpful to allow your counterpart to decide things not in their own terms.  This concept will apply in terms when International Business contracts are almost to be signed by parties. If your party can surprisingly decide some solutions that is deemed more advantageous to your business endeavor and under the supervision of the law implied, then surprise negotiation execution is a more advantage move in this given scenario.

4 Fait Accompli- this concept sometimes risky to the part of your company because you need to execute, observe the situation and make a follow-up decision.  As a personal opinion, I consider this kind of negotiation as a gamble to another party.  But as business point of view, we need to gamble in order to test the business trust and loyalty of your counter parts.

RMUTT Lotus 

5 Apparent Withdrawal- is applying a reverse psychology to allure the other party that you are withdrawing towards the business deal.  In this “gamble decision” you are sending a message that you are withdrawing the case in a general notion that you are not getting any business advantage towards the deal but in fact as the representative of the company you are only gaining your negotiating dominance towards your counterpart.

6 Reversal- means to reverse some of the negotiated deals in order to move forward.  Some negotiation experts will say it’s a “You can go forward by going backward”.  Sometimes in any business negotiation and in stock market case scenario, the best time to buy stocks is when every broker are not interested of the given stock and you came to buy that stock for a low market cost.  In future time the value of your stock may increase accordingly.

RMUTT Lotus 

7 Probing & Testing- (Pry for more details) relates to the previous concept of Fait Accompli but in this case your negotiating team must consider the hypothetical testing that will accurately prove the validity of the negotiation decision.  Some tricks, will apply the knowledge of the counterpart’s business goals in order to strategically flack your future business negotiation plans.

8 Setting Limits- is setting criteria for your negotiation items to be discussed.  Limiting the terms and conditions according to your company’s favor will eliminate business risk in the long run.

9 Feinting- is termed as “Look to the right, go to the left”.  Negotiation sometimes needs concealment, disclosure, and diversion.  This negotiation strategy is to promote false impression to the other party to get the negotiation advantage.

10 Association- Is termed as the “Power Magnet” between counterparts.  Association will build confidence and trust to the members of the group and create more business partnerships and productive assistance to the whole stakeholders.

11 Disassociation- is simply the opposite of association, but the core advantage of this is to allow your counterpart to stay away from your company operation most especially when your segment of product is under the scrutiny by the customs department.  Disassociation will allow your company to evade from any customs investigations in cases for import and export businesses.

12 Crossroads- is simply intertwining several ideas that will solve the problem and confuse your business counterpart and gain the absolute advantage.

RMUTT Lotus 

13 Blanket- means using a lot of case scenarios to hit your counterparts and create a logical reason that will counterpart will eventually gave in to the argument and negotiations.

14 Randomizing- is to allow a guerilla negotiation attack to your counter-part and also giving your counter-part a confusing dilemma in approaching the business negotiation.

15 Bracketing- The term “bracketing” is gotten from the military term which means that “When a shell is fired in order to register the guns in an artillery battalion”. Bracketing term is also applied in business by focusing and concentrating only to the best options of the present negotiations.

16 Salami- is also a follow up negotiation style of bracketing. Salami is simply focusing on some parts of the problem for negotiations to make sure that the business negotiation problems are solved “slowly but surely”

17 Quick Close- is managing the negotiation in a quick manner.  This case will apply when certain negotiation closure is needed to have the deal and save the business contract in circumstances when undesirable events will hinder the negotiations.

18 Agent of Limited Authority- implies to the representative of the company who is involve of the negotiations.  If a third party is involved in the negotiations, mediation is actually in this case and will allow the diffusion of negotiation tension. 

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