Section 4 Formal information exchange of international business negotiations

     Here we mainly talk about task-related exchanges of information, bargaining, making persuasions, and the use of tactics in international business negotiations.

4.1 Task-related exchanges of information

     4.1.1 Giving information

     In order to make better negotiations, negotiators need to give information productively and the usual ways generally go as follows:

     a. Speak loudly, clearly and slowly;

     b. Avoid little-known or strange words;

     c. Maintain a pleasant attitude;

     d. Explain the major idea in two or three different ways, as the point may be lost if discussed only once;

     e. While talking, allow your assistants to make notes of what is being said;

     f. After meeting, confirm in writing what has been agreed to.

     If you are comfortable with the language situation, you can turn your attention to more subtle aspects of giving information to your counterparts.

     4.1.2 Getting information

     Sometimes negotiators could do something unrelated to the formal negotiations, for example, negotiators could personally invite their counterparts to have a drink when there is something impossible for them to handle through a formal communication at the business table. This informal channel of communication will be critical for efficient and successful negotiations, and therefore an important delicate undertaking. Personal relationship of trust is good for making deals.

     4.1.3 Making feedback

     In the process of making international business negotiations, negotiators shall make certain feedback to make sure their ideas are clearly expressed. Of course, there are different ways of making feedback. Negotiators could first help summarize the ideas of their counterparts to make sure the ideas are understood properly.

4.2 Bargaining    

     Bargaining, as the most active, dynamic and vital part of the whole negotiation process, follows the quotations made by one party. The quoted terms and conditions are not firm and are subject to change without notice. By bargaining, two parties show their genuine intention to close a deal with their real efforts directed toward reaching agreement on an actual closing price. In the process of bargaining, two sides make adjustments of their demands and attitudes within the framework of the variables (可变因素) to consider the preference of one demand to another.

4.3 Persuasion

     Here there are eight persuasive tactics for negotiators to make better negotiations and the eight persuasive tactics are introduced in brief as follows:

     Eight persuasive tactics:

     1. Ask more questions. 

     2. Re-explain your company’s situation, needs and preferences.

     3. Use effective positive influence tactics. 

     4. Keep silent, if you are still not satisfied with your counterparts’ response. 

     5. Change the subject or call a recess, make informal communication.

     6. Use some aggressive influence tactics.

     7. Employ time and look for proper opportunities.

     8. Bring top executives together to solve the problems.