Section 2 Management of negotiators in international business negotiations

2.1 Selection of international business negotiators

     2.1.1 Interpersonal competency

     2.1.2 Cognitive capability

     2.1.3 Team commitment

     2.1.4 Individual motivation

     2.1.5 Open-mindedness

     2.1.6 Adaptive orientation

     2.1.7 Ideological issues

     2.1.8 Perceptions of environmental influence

2.2 Training for international business negotiators

     2.2.1 Key points for training

      1. Make negotiators expressive.

  2. Practice two-way communication skills

      3. Have the ability to convince the other side

      4. Master negotiating strategies

     2.2.2 Three ways of training

     First, go to professional college

     Second, learn about short-term training courses or classes.

     Third, on-job training.

 Common on-job training falls into two practices:

 ( 1 ) Working as interns

     ( 2 ) Making self-cultivation