How to Negotiate Successfully in International Projects

Course Contents (Back)

1. Ten key points of efficient international negotiations.
2. Step by step negotiations of international consortia: preparation, development and closing.
3. Negotiation tactics: direct, persuasive, defensive and aggressive.
4. The negotiation team: dynamics and cultural styles
5. Negotiation strategy: how to propose, make concessions, introduce bargaining chips, confront objections, etc.
6. Successful closing of negotiations: overcoming differences, settlements achievements, etc.

Objectives

• Knowing the key steps to carry out a successful negotiation.
• Closing a negotiation successfully.

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Learning Unit Summary

In this module we will study the basic keys to carry out negotiations effectively, as well as the most suitable tactics. Moreover, we will analyse the dynamics of negotiation team, as well as the different strategies to be followed in order to succeed in closing negotiations.

A negotiation is a process in which two confronted parties are involved. These parties try to reach a satisfactory agreement for both of them which allow them to maintain or develop a relationship. The main keys to carry out an efficient international negotiation are the following:

• It has to be developed by means of a series of processes divided into stages.
• There must be a multiple interchange.
• There must be interdependency.
• Parties must be willing to reach an agreement.
• We have to be creative to contribute with tools that increase the value of negotiation.

We have to consider many factors in an international negotiation, for example: regulations, political rules and cultural factors. There are different types of negotiation:

• Confronting negotiation: in this negotiation there is a winner/loser relation, where the winner wins the entire loser loses.
• Subordinated negotiation: It is about subordinating our interests to those of the counterparty.
• No-action negotiation: There is no negotiation. We have to leave or postpone the negotiation because we do not reach an agreement.
• Collaborative negotiation: Both parties contribute with new solutions and proposals which balance the negotiation. Both parties win.
• A reasoned out negotiation: we try to solve the main points, instead of looking for concessions of the counterparty.

The negotiation team is composed by few people; it is in charge of three basic functions and one person is responsible for each function:

• Managing: Manager, he/she carries out the negotiation.
• Synthesizing: Synthesizer, summarizes topics and agreements, makes questions, etc.
• Observing: Observer listens and registers any sings, any action clues, etc.

The international negotiation process features the following stages:

There are two different types of negotiation: direct and persuasive. Each of them presents specific characteristics.

Likewise, there are several ways to close negotiations:

1. Keeping an important argument for the end of negotiation.
2. Giving in at the end to allow the closing of negotiation.
3. Summing up all reached agreements.
4. Urging the other party to take decisions quickly
5. Accepting the last objections and thereby avoiding further objections.
6. Giving two or more alternatives for closing.