Section 4 Management of agenda and communication forms

in international business negotiations

4.1 Management of negotiation agenda

     Negotiators should do the following tasks:

 1. Negotiators under the guidance of the chief negotiator need to know the scope of the agenda and talk about the key points on the agenda and try to keep the negotiations on the track.

 2. Negotiators still need to know which issues should be talked about first and it is common to solve the easy issues at the beginning and then the difficult ones.

     3. Negotiators also need to know how to present their ideas, either by writing or speaking, and the ideas shall be expressed in a way emotionally accepted by the other side.

     4. In international business negotiations, negotiators of both parties shall know each other well and try to arrange the package of their proposals in a skillful way so as to make the deals done properly but differently for different negotiators.

 5. Negotiators still need to pay attention to the point that some negotiating parties may talk about the key principles first and then they discuss the details, while other parties may talk about the details directly.

4.2 Management of communication forms

     It could be summarized here that the forms of communication fall into three yardsticks. Namely, Communication can be divided into verbal and nonverbal, oral and written, internal and external.