A short course in international negotiating : planning and by Jeffrey Curry

By Jeffrey Curry

Brief direction books are written from a world viewpoint for a global viewers.

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Additional info for A short course in international negotiating : planning and conducting international commercial negotiations

Sample text

Should this be the case, a company should quickly request clarification or additional data before sending a formal response to the request. This will not be considered at all presumptuous as long as the request doesn’t demand too much detail or the revelation of proprietary information. Often times the sender of the LOI or RFP will welcome such a request as an opportunity to further impress potential partners. Keep in mind, however, that a poorly worded request for more information may serve as a guideline for judging technical or commercial acumen.

Confusion may also occur when an RFP doesn’t suitably address technical problems, potential tariff restrictions, or ownership issues. Should this be the case, a company should quickly request clarification or additional data before sending a formal response to the request. This will not be considered at all presumptuous as long as the request doesn’t demand too much detail or the revelation of proprietary information. Often times the sender of the LOI or RFP will welcome such a request as an opportunity to further impress potential partners.

Check back after a short interval to make sure the accommodations and service are adequate. N O T E : A well-treated guest is an agreeable guest and agreements are what negotiations are all about. AT THE COMPANY FACILITY Welcoming visitors to the company’s facilities is an exercise in graciousness and intimidation. Hosts must simultaneously make the visitor feel welcome and make it clear that this is not neutral turf. Keeping home court advantage is, after all, the reason negotiations are being conducted at the host facility.

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