I need to respond to two of my peer

timer Asked: Jul 5th, 2018
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Take some time to reflect on your views and approach to negotiation before the course and now. How have your views and strategies evolved over the last 10 weeks? If your manager asked you to share the three most important concepts you learned in this course for being successful in international negotiations, which three would you choose and why?

Engage your peers in a meaningful discussion on the concepts covered in the course and how they can be applied. Do you agree with the most important concepts your peers described? Explain why or why not.

DB 10-1 Harshit Bakshi posted Jul 2, 2018 12:36 PM Subscribe This page automatically marks posts as read as you scroll. Adjust automatic marking as read setting Thank you to everyone who read an commented on my posts. Dr O, you were great in your feedback in all the posts and papers. thank you. For me this course highlighted some of the things I had seen and experienced in my job as a Program Manager dealing with emerging and international markets. For that reason, I chose Netherlands as country to conduct business for my final paper as it would take me out of my comfort zone a little. What resonated most was the need to put in the effort to understand the people you are going to do business with. By this I mean, not just what skill sets they have which is obviously important, but also their cultural background, how they react to certain things, what they are looking for when they go into a meeting and what influences their decisions. At times being over prepared is a good thing as it would only show the people who you are meeting with the dedication you have and how you would go above and beyond to integrate into them rather than expect them to integrate into your systems. Harsh Week 10 Samuel Greger posted Jul 1, 2018 12:35 PM Subscribe This page automatically marks posts as read as you scroll. Adjust automatic marking as read setting My views have changed as a result of the class. The class reinforced my views of the need for cultural intelligence and understanding when conducting multinational negotiations. Without this understanding, companies will not respect the other company/culture and will not put the time in to learn how to deal with the company/culture. This can lead to less than desirable negotiating results. The three most important concepts I learned were the need for cultural understanding, a s trong BATNA and the power of silence during negotiations. Cultural understanding and cultural learning allow companies to successfully negotiate with other cultures and foreign companies. Without the understanding, companies could inadvertently offend executives and destroy negotiations before they begin. A strong BATNA allows a company to walk away from negotiations. Without finding or considering the BATNA, the company would not know their walk away point. This could lead the company to making a deal that is less than ideal. Silence is very powerful and can be very unnerving for Western cultures. Western cultures do not like silence and try to fill the silence. By being quiet and allowing the other team to sweat, they might cave or reveal information just to fill the void. Silence is also important in some Asia cultures and is a technique they use and are comfortable with. I learned a lot during this course. This is useful not only during professional negotiations but also in daily life. Negotiations can also be seen as simple interactions throughout the day. The techniques learned in this class can help when dealing with friends, car dealerships and foreign businesses.

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School: UIUC




Response to Peers
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Response to Harshit Bakshi

Hello Bakshi,
I completely agree with your observation that a critical thing when preparing for
negotiations is getting to understand the people that one is going to negotiate with. Three
concepts that you have rated as most important are getting to understand the cultural background
of the people one is to negotiate with, what they expect from the negotiations and the things that
would influence thei...

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Thanks, good work

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