1. UNIVERSITY OF ECONOMICS IN BRATISLAVA, SLOVAK REPUBLIC
INTERNATIONAL NEGOTIATION –
UCL – JANUARY, 2014
lecturer Milan Oresky

2. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
Model of export marketing mix
Key steps within the concept of international marketing
Cultural dimensions, Export market segmentation, International marketing channels, the setting of an export price, Export financing methods/terms of payment, Export marketing promotion, The export procedures
Position/role of negotiation in international business

3. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
Theory of negotiation in business/Developing the negotiation skills
Preparing to negotiate,
Relationship-building,
Establishing a procedure,
The proposal stage,
Questioning techniques,
Exploring interests,
The bargaining zone,
Powers of persuasion,
Handling breakdowns,
Closing the deal
Negotiation in business

4. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
Negotiation tactics
International business negotiation
Asian versus American iceberg model of negotiation. Interfaces in multiple culture model within negotiation.
Knowledge from practice. Ethics in international business.

5. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
1. Schematic model of the export marketing mix
Schematic model of the export marketing mix

6. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
Some characteristics of export marketing executives
Technical competence in marketing.
Specialized knowledge of the factors in the international environment that are dissimilar or absent from the domestic environment.
The ability to utilize such knowledge in working with others, at home or abroad, to develop and implement sound marketing programs. Cultural empathy is a key ingredient.
A global perspective and an international outlook.
Experience outside one’s home country.
Knowledge of, or at least some training in, a foreign language.
International orientation (this includes cultural empathy/sensitivity and language skills).

7. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
2. Key steps within the concept of international marketing
Cultural dimensions
Export market segmentation
International marketing channels
Factors that influence the setting of an export price
Export financing methods/terms of payment
Export marketing promotion
The export procedures
Factors to consider when choosing a country for locating a manufacturing facility

8. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
Framework for International Business Negotiation

9. INTERNATIONAL NEGOTIATION – UCL, JANUARY 2014
3. Position/role of negotiation
Position : Critical tool for obtaining information, identifying the weak and strong business partners attributes, finding responses to our proposals and offers a major tool for closing trade.
Role : mediator, way to build business relationships...
Traditional approach, globalized business world, electronic global market place...