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- W762144 abstract "This report addresses a key issue, identified as crucial for the future success of Australian business ventures abroad. Its objective, is to examine the topic of international business negotiations, and in particular, to identify the factors necessary for improving the skills of Australian negotiators, in the international environment. The philosophy adopted in this report, was that negotiators first had to develop a better understanding of the overall process, before they could improve. Once the process is better understood, culturally or nationally sensitive issues become far easier to identify and deal with. In keeping with the design philosophy, a general model of the overall negotiating process is developed first. This provides a conceptual framework for use throughout the remainder of the report. One of the main aims in using such a model, was to assist in identifying those aspects of negotiating, with the potential of being internationally sensitive. Identification of the culturally and nationally sensitive aspects of negotiations, is deal t with in a two staged approach. Firstly, these factors are examined on a rather broad scale, by considering the potential effects of negotiating with individuals from a diverse range of cultural backgrounds. When completed to a satisfactory level of detail J the emphasis then changes from the general, to the specific. The important aspects of negotiating with citizens from two different countries are then considered in detail. Japan was chosen, not only due to its role as Australia's major trading partner, but also because of the problems its rich culture have caused Australian negotiators in the past. On the other hand, China was selected to highlight in particular, the role host governments can play in negotiations. Finally, after a thorough examination of both general and specific aspects of negotiating internationally, one key recommendation stands out. In order to improve their chances of success overseas, negotiators must do two things. Firstly, they have to gain a better understanding of the overall negotiating process, and most importantly of all, they must develop a degree of cultural awareness and empathy, towards those with whom they are negotiating." @default.
- W762144 created "2016-06-24" @default.
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- W762144 date "1988-01-01" @default.
- W762144 modified "2023-09-27" @default.
- W762144 title "An analysis of key success factors in international business negotiations: with special emphasis on China and Japan" @default.
- W762144 hasPublicationYear "1988" @default.
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