Section 5 Management of time and place in international business negotiations

5.1 Management of time

     Time plays an important role in international business negotiations. Generally speaking, the negotiating party that has more time tend to have a stronger bargaining position. And the negotiating party with less time is forced to make concessions in order to move the other side toward agreement. Thus, negotiators tend to make good use of time and regard it as a powerful bargaining tool.

5.2 Management of place

     5.2.1 The importance of the negotiation place

     The places for the negotiations are still the most important situational factor for  both practical and psychological reasons.

     5.2.2 The basic rules for the selection of the negotiation place

 Here there are some rules for the selection of the negotiating place:

     1. Choose the host-court as the negotiation place.

     2. Choose a third place, if the host-court is not possible.

      3. Choose a guest-court, but ask for taking turns.

      4. Choose different places not limited to the negotiation table.