By Jeffrey Curry
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Additional info for A short course in international negotiating : planning and conducting international commercial negotiations
Chairs, tables, air conditioning, beverage service, catering, lighting, noise control, and toilet facilities can all contribute to or detract from the quality and depth of negotiations. Even the ability to smoke during discussions can have a deleterious effect on meetings. The inclusion of negotiators who have heavy smoking habits or are allergic to tobacco smoke should be reconsidered. The world is increasingly becoming one large “no smoking” area. Plan accordingly. NOTE: Specialized equipment needs such as overhead projectors, computer or Internet hookups, telephone systems, voltage conversion, and wheelchair access must be reviewed by both parties well in advanced of meetings.
26 A SHORT COURSE IN INTERNATIONAL NEGOTIATING RFP When the inquiring company has sent an LOI and is in a selling mode, the proper response may be an RFP. The RFP should be sent only after some basic investigation of the inquiring company. The research should include the history of the company, an ownership/management profile, and an overview of their total business activities (both related and unrelated to the inquiry). Don’t rely on the information found in the LOI. Research should not be confined to major corporate dealings but should encompass any type of international negotiation.
W A R N I N G : Bear hugs may be demanded one week and polite bows the next. Congeniality wears many faces. RESPECT The term “respect” is often used but greatly misunderstood. In its literal sense, it means to “look at intently” (though few of us would consider staring a sign of respect). ” For the purposes of this book, respect will be viewed as the opposite of contempt. Treating counterparts with a sense of respect (until they prove otherwise unworthy) is the most positive way to enter negotiations.
A short course in international negotiating : planning and conducting international commercial negotiations by Jeffrey Curry