UNIVERSITY OF ECONOMICS IN BRATISLAVA, SLOVAK REPUBLIC

INTERNATIONAL NEGOTIATION –

UCL – JANUARY, 2014

lecturer Milan Oresky

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

1. Model of export marketing mix

2. Key steps within the concept of international marketingCultural dimensions, Export market segmentation, International marketing channels, the setting of an export price, Export financing methods/terms of payment, Export marketing promotion, The export procedures

3. Position/role of negotiation in international business

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

4. Theory of negotiation in business/Developing the negotiation skillsPreparing to negotiate, Relationship-building, Establishing a procedure, The proposal stage, Questioning techniques, Exploring interests, The bargaining zone, Powers of persuasion, Handling breakdowns, Closing the deal

5. Negotiation in business

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

6. Negotiation tactics

7. International business negotiation

8. Asian versus American iceberg model of negotiation. Interfaces in multiple culture model within negotiation.

9. Knowledge from practice. Ethics in international business.

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

1. Schematic model of the export marketing mix

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

Some characteristics of export marketing executives1. Technical competence in marketing.2. Specialized knowledge of the factors in the international environment that are

dissimilar or absent from the domestic environment.3. The ability to utilize such knowledge in working with others, at home or abroad, to

develop and implement sound marketing programs. Cultural empathy is a key ingredient.

4. A global perspective and an international outlook.5. Experience outside one’s home country.6. Knowledge of, or at least some training in, a foreign language.7. International orientation (this includes cultural empathy/sensitivity and language

skills).

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

2. Key steps within the concept of international marketing

Cultural dimensionsExport market segmentationInternational marketing channelsFactors that influence the setting of an export priceExport financing methods/terms of paymentExport marketing promotionThe export proceduresFactors to consider when choosing a country for locating a manufacturing facility

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

Framework for International Business Negotiation

INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014

3. Position/role of negotiation

Position : Critical tool for obtaining information, identifying the weak and strong business partners attributes, finding responses to our proposals and offers a major tool for closing trade.

Role : mediator, way to build business relationships...

Traditional approach, globalized business world, electronic global market place...