1. Preparation

2. Relationship Building

3. Exchange Task Related Information

4. Persuasion

5. Concessions and Agreement

A distinct advantage can be gained if negotiators familiarize themselves with the background of their counterparts.

- Understand own styles

- Determine how your own style differs from the norm in other countries.

- Getting to know one's contacts in a host country and building mutual TRUST before embarking on business discussions and transactions.

- Nontask Sounding: General, Polite conversation and informal communication before meetings.

- Use Intermediary - Someone who already has the trust and respect of the foreign managers and who therefore acts as a "relationship bridge." 

Each side typically makes a presentation and states its position; a question and answer session, and alternatives are discussed.

Americans - Direct.

Other countries can be indirect and talky,

Hard Bargaining Starts - Typically, both parties try to persuade the other to accept more of their position and to give up some of their own.

Russians/Chinese usually open bargaining with extreme positions, asking for more than they hope to gain

Swedes usually start with what they are prepared to accept.

(Research indicates better end results from starting with an extreme position.)

Must have:

- Careful timing of the disclosure information and concessions. 

1. Active Listening

2. Clarify their understanding of the issues.

3. Summarize the issues.