Negotiating International Business Transactions

1
Negotiating International Business Transactions

• Susan Hackley
• Managing Director, Program on Negotiation at
  Harvard Law School
• University of Rome La Sapienza
• June 2003

2
Negotiations are Everywhere

• In daily life, with family, friends and people in
  the community
• In the workplace with co-workers, colleagues and
  competitors
• In law and business
• In politics and governance
• In all organizations

3
Symptoms of Failed Negotiations

• Deals lost
• Lower profitability (or losses)
• Damaged relationships
• Broken partnerships
• Wasted resources
• Protracted disputes
• Unrest, chaos, war, genocide

4
Become a More Skilled Negotiator

• Learn to prepare systematically for every
  negotiation
• Become self-aware about your own habits and
  behavior
• Adopt a framework for planning, conducting and
  analyzing negotiations

5
The Learning Process

• Become familiar with a framework for preparation
  and analysis
• Interactive exercises learn by doing
• Review and reflect

6
Preparing to Negotiate

• Think about INTERESTS yours and theirs.
• Think about ALTERNATIVES what will you do with
  no deal?
• What is your BATNA best alternative to a
  negotiated agreement? What is theirs?
• What would give LEGITIMACY to your arguments?
• Can you find principles that are persuasive?