Monday, August 9, 2010

How to improve relationships and negotiation with foreign businesses

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

1 comment:

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