In the article, 'After the Contract, What? Negotiating to Work Successfully with a Foreign Partner,' Tufts University Professor Jeswald W. Salacuse offers four tips to improve your business' long-term cooperative relationships with foreign firms.
Salacuse makes a very good point in the first tip. A signed contract, which is usually the goal for North American businesses, is not necessarily the finish line for a foreign company. Businesspeople from other countries may believe that the creation of a long-term productive working relationship is just as significant as a well-negotiated deal.
Salacuse also discusses the value of considering prenegotiation, renegotiation and conciliation in long-term business dealings.
Read the rest of Professor Salacuse's tips here: http://fletcher.tufts.edu/faculty/salacuse/pubs/aftercon.html