International Negotiation
International Negotiating by Jeffrey E. Curry
Introduction
All of us negotiate from time to time as a part of our daily lives. Whether it’s a movie we want to go to, or a new home we wish to purchase, and regular everyday life involves negotiations of one sort or another. I think this book is descriptive, provides good foundation for successful international negotiations, proves to be useful and contains various tips on organizing and conducting both local and international negotiation. I found various interesting concepts to talk about however; I will focus on three significant elements, Role of the Chief Negotiator (CN), Choosing Appropriate Negotiation Style and Culture’s Impact on International Negotiation. While reading the book, I observed that the author expressed a distinctive way of thinking and I slightly disagree with his pessimistic view of considering the world as a dark place full of people who are trying to cheat and take advantage of each other.
The Role of the Chief Negotiator (CN)
I found the role of the chief negotiator (CN) is a fundamental key to drive successful negotiation that requires a wide variety of technical, social, communication, ethical skills, ability to deal with multi-dimensional pressure, self control, and keeping the team on track. The (CN) is responsible for unifying the strategy, tactics and overall style to be used by a particular company. Therefore, being a successful manager doesn’t necessary lend to successful negotiator. The author describes remarkable character traits such as shrewdness, patience adaptability, endurance, gregariousness, sense of humor, caution, and self-evaluation. In addition, the author highlighted many other matching criteria such as ethics, cultures, technical expertise, commitment, loyalty, and motivations. I value all mentioned skills, traits and criteria. However, in my perspective the author might be too evocative as we don’t live in a perfect world and having all above
Introduction
All of us negotiate from time to time as a part of our daily lives. Whether it’s a movie we want to go to, or a new home we wish to purchase, and regular everyday life involves negotiations of one sort or another. I think this book is descriptive, provides good foundation for successful international negotiations, proves to be useful and contains various tips on organizing and conducting both local and international negotiation. I found various interesting concepts to talk about however; I will focus on three significant elements, Role of the Chief Negotiator (CN), Choosing Appropriate Negotiation Style and Culture’s Impact on International Negotiation. While reading the book, I observed that the author expressed a distinctive way of thinking and I slightly disagree with his pessimistic view of considering the world as a dark place full of people who are trying to cheat and take advantage of each other.
The Role of the Chief Negotiator (CN)
I found the role of the chief negotiator (CN) is a fundamental key to drive successful negotiation that requires a wide variety of technical, social, communication, ethical skills, ability to deal with multi-dimensional pressure, self control, and keeping the team on track. The (CN) is responsible for unifying the strategy, tactics and overall style to be used by a particular company. Therefore, being a successful manager doesn’t necessary lend to successful negotiator. The author describes remarkable character traits such as shrewdness, patience adaptability, endurance, gregariousness, sense of humor, caution, and self-evaluation. In addition, the author highlighted many other matching criteria such as ethics, cultures, technical expertise, commitment, loyalty, and motivations. I value all mentioned skills, traits and criteria. However, in my perspective the author might be too evocative as we don’t live in a perfect world and having all above