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Lecture 1 Fundamentals of International Business Negotiation Probing into the nature of negotiation Defining negotiation Realizing necessity of negotiation Understanding the essence of negotiation Warm-up Negotiation happens in the daily life. But why does it happen? List some situations in which negotiation happens. 1. Nature of Negotiation 1) Why to negotiate? -- To gain the benefit to the maximum -- To satisfy the needs to the maximum -- To seek interest -- To pursue cooperation -- To seek common points and mutual benefits Discussion: What is negotiation? Check off the following situations that represent negotiation Purchasing a computer at a department store. Decide with the family where to go for the weekend. Getting a child to go to bed. Deciding how the house will be cleaned up. Borrowing something from a friend. Arranging a trip abroad through a travel agency. Deciding whether to stay late at work to finish up a project. Talking to a stranger on the street who keeps following you. Accepting a bribe or turning down a bribe. Agreeing on change of work schedule with your employer. 2) Definitions of Negotiation - Negotiation is a discussion of conflicts between organizations or individuals intending to seek approaches to the problems and produce an agreement. It is a process of decision-making where two or more parties approach a problem or situation wanting to achieve their own objectives. Negotiation is concerned with resolving conflicts between two or more parties, usually by the exchange of concessions. (continued) Negotiation is the process we use to satisfy our needs when someone else controls what we want. Negotiation is the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory. Discussion: What is the business negotiation? 3) Definitions of Business Neg
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