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international business negotiation

What is International Business Negotiation?

International business negotiation is has a lot of cultural barriers. One of those barriers is communication.

Communication in negotiation is the means by which negotiators can achieve objectives, build relationships, and resolve disputes. Most negotiators know that it is the most important tool you can have for successful negotiations. Communication becomes even more important when negotiations include counterparts that are from different cultures.

In cross-cultural negotiations with international business negotiation, you need to understand how culture consists with socially transmitted behavior patterns, attitudes, norms, and values of a given community, whether a nation, an ethnic group, or even an organization. Understanding a foreign counterpart’s culture is a lot like peeling an onion, as you interpret behavior to reveal attitudes, which reflect norms, which are founded on values.

Read the articles below to learn more about international business negotiation, and download our free report, Overcoming Cultural Barriers in Negotiation.

The following items are tagged international business negotiation:

New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics

Posted by & filed under Teaching Negotiation.

With the spread of a global pandemic, climate crisis, and the war on terror, resolving international conflicts has become increasingly complex. Training to address these difficult global conflicts must also reflect the modern issues and dynamics that face the international community. The Teaching Negotiation Resource Center (TNRC) has several new international negotiation simulations that reflect … Read More 

New Simulation on Bidding in an International Business Negotiation: Euro-Idol

Posted by & filed under Teaching Negotiation.

Euro-Idol is a four-party, two-round international business negotiation over the selection of the host country and city for the upcoming Euro-Idol music competition. In this new simulation from the Teaching Negotiation Resource Center (TNRC), cities must bid to host the Euro-Idol competition, and therefore gain the economic benefits that come with hosting such a large … Read More 

Why Classic Cases?

Posted by & filed under Daily, Negotiation Skills, Pedagogy at PON.

Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse … Read More 

Jeswald Salacuse Article Published in International Negotiation Journal

Posted by & filed under Daily, International Negotiation.

Jeswald Salacuse’s article Teaching International Business Negotiation: Reflections on Three Decades of Experience was published in International Negotiation, Volume 15, Number 2. The full article can be purchased here. Abstract: The author has taught international business negotiation in a wide variety of university courses and executive training programs throughout the world during the last three decades. He … Read More