My personal understanding of the International

Business Negotiation lectures

1----------------My understanding of the International Business

Negotiation course.

2----------------Gibbs reflective cycle to discuss and analyze Lectures 4

3----------------Discussing the case of the American-Japanese Candy

Company and establishing the basic principles of negotiation.

 I recently participated in an international business negotiation course,
which proved to be an invaluable experience, enriching both my knowledge and
practical acumen. The course encompassed an extensive array of topics,
encompassing basic negotiation strategies, techniques, as well as more intricate
subjects like cultural disparities, effective communication skills, and ethical and
legal considerations. These learnings were imparted through a diverse range of
pedagogical approaches, including lectures, group discussions, role-playing
activities, and assigned readings from textbooks. Consequently, my grasp of the
theoretical underpinnings and pragmatic aspects of international business
negotiation underwent significant enhancement.
Throughout the course, I acquired a heightened appreciation for the
necessity of employing negotiation strategies and techniques. Profound insights
were gained on how to adeptly observe, comprehend, and honor cultural
distinctions, thereby fostering enhanced communication and collaboration.
Moreover, I acquired invaluable communication skills, particularly in the realms
of negotiation and effective feedback provisions. Furthermore, a more profound
exploration of ethics and legal considerations in the negotiation process
equipped me with both discernment and prudence in addressing a spectrum of
issues and disputes.
This course not only equipped me with theoretical proficiency but also
facilitated practical training through diverse exercises and case studies. Engaging
in these activities offered a firsthand understanding of negotiation's practical
applications and facilitated the development of skills to propose and execute
well-informed recommendations. As I look toward the future, I am fervently
committed to actively applying the acquired skills and knowledge towards
achieving optimal negotiation outcomes. I will continue to nurture my ongoing
learning journey, diligently fostering comprehensive and mutually beneficial
business goals along the way.

The following content is my personal understanding of the course.

The International Business Negotiation Lectures provided an engaging and

thought-provoking educational experience, covering a wide range of topics
including negotiation strategies, cultural differences, communication techniques,
ethics, and legal issues. The module involved attending lectures, participating in
group discussions, engaging in role-playing activities, and studying course
materials, which deepened my understanding of the theory and application of
international business negotiations. This reflective portfolio outlines the
knowledge and comprehension I acquired during the lectures and how I plan to
apply it in future negotiations.
 One of the key takeaways from the International Business Negotiation
lectures was the critical importance of adopting a strategic approach to
negotiation. The module introduced me to two prominent frameworks, namely
the Theory of Principal Objectives (TPO) and the Theory of Principled
Negotiation (TPN), which effectively guided me in learning how to systematically
prepare for negotiations by analyzing and prioritizing objectives, as well as
developing a personalized negotiation strategy. Prior to this module, my
understanding of negotiation strategies was limited, and I primarily focused on
my own position without considering the various interests involved. However,
the module equipped me with the ability to identify and separate interests from
positions, and helped me understand the value of integrating perspectives to
create a more effective negotiation process. Therefore, by implementing these
valuable techniques and strategies, I aim to enhance my negotiation skills and
achieve favorable outcomes.
The International Business Negotiation lectures placed significant emphasis
on understanding cultural differences in international business negotiations.
Through the Hofstede Model, the lectures provided a theoretical framework for
comprehending cross-cultural differences in values, communication styles,
behavior, and attitudes. Additionally, the lectures encouraged experiential
learning through case studies and group discussions, which helped me grasp how
culture influences negotiation styles and how it can lead to misunderstandings,
conflicts, or failed negotiations in an international setting. As a result, I
developed a profound appreciation for cultural differences, acquired effective
communication strategies, and importantly, cultivated empathy to incorporate
diverse perspectives into successful negotiation outcomes. Hence, I aim to apply
these learnings to foster positive relationships with parties from diverse cultures
during global negotiations.
In addition to cultural differences, the International Business Negotiation
lectures also underscored the importance of effective communication in
international business negotiations. The module explored various
communication techniques such as active listening, questioning, summarizing,
and mirroring, which helped me refine my communication skills, increase
mindfulness, and avoid misunderstandings. Furthermore, the lectures
highlighted the significance of non-verbal communication, including body
language, facial expressions, and eye contact, which can often convey powerful
messages without words. Through experiential learning, I developed the ability
to be attentive to non-verbal signals and effectively utilize them to build rapport
and trust in the negotiation process. Hence, I aim to apply these skills to cultivate
productive relationships with international counterparts that contribute to
sustainable and mutually beneficial business outcomes.
The bottom line in international business negotiation refers to the minimum
or non-negotiable requirements during the negotiation process. This bottom line
may pertain to business interests, ethical standards, personal dignity, or other
factors. It is crucial in negotiations as it represents the minimum level of
acceptance negotiators can tolerate during discussions. If the other party cannot
meet these requirements, negotiation breakdown can occur. The role of a bottom
line is particularly evident in international business negotiations. Firstly, it
provides negotiators with a clear goal and direction, preventing them from being
misled or making unnecessary compromises. Secondly, it instills confidence and
determination, enabling negotiators to remain calm and composed during
challenging negotiations.
However, setting a bottom line does not imply inflexibility or the refusal to
make any adjustments. In reality, the bottom line is flexible, and negotiators can
adjust it based on specific circumstances. For instance, negotiators can consider
shifting the bottom line if the other party provides additional benefits or
appealing conditions. However, they must maintain clarity of mind to ensure that
the adjustment does not result in losing ultimate benefits. In international
business negotiations, several techniques can help negotiators consider and
maintain their bottom line effectively. For example:
Before negotiations commence, it is crucial to understand the other party's
bottom line, helping negotiators establish clear negotiation goals.
During the negotiation process, negotiators need to be mindful of their bottom
line's position and adjust it if necessary to avoid losing their direction.
Leveraging strengths and positioning themselves strategically can increase the
likelihood of achieving objectives.Avoiding confusion between their bottom line
and the other party's bottom line is essential to prevent poor decision-making
during negotiations.
In conclusion, the International Business Negotiation module provided me
with an invaluable learning experience, enriching my knowledge and
understanding of international business negotiations. I gained insights into
negotiation strategies, cross-cultural differences, ethical and legal issues,
communication techniques, power dynamics, influence, and concessions. The
module taught me effective preparation, objective analysis and prioritization,
identification and separation of interests from positions, and value creation.
Additionally, I developed a comprehensive understanding of cultural differences,
enhanced my communication skills, and learned to appreciate multiple
perspectives. Moving forward, I plan to apply the knowledge and skills acquired
from this module in future cross-cultural negotiation contexts. Undoubtedly, the
course was an excellent investment, and I eagerly look forward to broadening my
academic horizons in related fields.
Next, I will utilize the Gibbs reflective cycle to analyze Lectures 4.

Description: During the lectures on International Business Negotiation, I

gained knowledge about various negotiation strategies. These included the
'concession first' approach, strategic timing of concessions, the four-step
problem-solving process, the importance of designing and executing a clear
problem-solving strategy, and the role of innovative thinking in the problem-
solving process. This module has made me realize the significance of employing
different strategies and the advantages and limitations of changing strategies
within business negotiations. Negotiation plays a crucial role in achieving
success in any business venture, and a well-planned negotiation strategy is
essential. However, in certain situations, a single strategy may not be sufficient,
prompting the need for an adjustment in approach to either attain a better
strategy or rectify a failed plan. Strategy changes can occur sequentially or be
problem-oriented. Sequential changes allow for gradual implementation and
provide additional benefits, while problem-oriented changes focus on specific
issues in the negotiation process. Changing strategies offers several benefits,
including flexibility, risk reduction, trust-building, better project management,
and enhanced collaboration and learning opportunities.

Feelings: In my opinion, the ability to adapt negotiation strategies is

imperative for a company's success. This skill allows organizations to effectively
handle changing external circumstances and navigate different negotiation
contexts. Understanding various categories of negotiation strategy changes can
assist managers in handling problems more efficiently during the negotiation
process and better manage risks (Cooper, 2014). Furthermore, the advantages of
implementing negotiation strategy changes extend beyond improved project
control to increased negotiation success rates. It is crucial to carefully plan and
execute the process of strategy change to ensure successful implementation.

Evaluation: By integrating these perspectives, I have come to realize that

strategy changes are essential in successful business negotiations. Different
categories of strategy changes have their own advantages and disadvantages that
require careful consideration to fit specific contexts. Additionally, effective
planning and execution are vital to ensure the success of strategy changes.
Ultimately, the ability to apply strategy changes in negotiations can help me
better understand and respond to opponents, resulting in better business
agreements. Mastery of knowledge and skills related to negotiation strategy
changes can not only enhance negotiation success rates but also assist
organizations in adapting to changing external environments for sustainable
growth (Fisher, Ury, & Patton, 2011). Applying these viewpoints, I plan to actively
explore and apply negotiation strategy change skills to adapt to different
negotiation scenarios and select appropriate types of changes to address
challenges. I will place greater emphasis on planning the change process,
ensuring successful implementation, and effectively communicating and building
trust during this process to establish better cooperative relationships with
negotiators. In my communication with negotiation counterparts, I will remain
objective and creative, adjusting my negotiation strategy according to their
strategies, needs, and interests. I will also fully leverage the ability to change
strategies in the negotiation process to ultimately achieve better business
agreements.

Analysis: Upon analyzing my experience with studying negotiation strategy

changes, I have recognized the importance of flexibility and adaptability in the
negotiation process. By understanding different categories of strategy changes
and their advantages and disadvantages, I can strategically choose the most
suitable approach based on the specific negotiation context. Moreover, the ability
to effectively plan and execute strategy changes is crucial for successful
implementation. This requires careful consideration of factors such as timing,
communication, and trust-building. Overall, incorporating strategy changes in
negotiations enhances my ability to understand and respond to opponents,
leading to improved negotiation outcomes.

Conclusion: Through this reflection, I have learned that adopting negotiation

strategy changes is essential for success in business negotiations. Continuously
improving my knowledge and application of different types of strategy changes
will allow me to adapt to various negotiation scenarios and better address
challenges. Effective planning and execution of strategy changes will enable me
to establish better cooperative relationships with negotiators and increase the
likelihood of achieving favorable agreements. Furthermore, as I deepen my
understanding and refine my negotiation strategy change system, I will continue
to enhance my negotiation skills and emotional intelligence, contributing to
sustained growth and success in future negotiations.

Action plan: In the future, I aim to further explore and study the field of
negotiation strategy changes, continually improving my negotiation skills and
knowledge. I will deepen my understanding of different types of negotiation
strategy changes and their implementation methods to adapt to changing
external environments, negotiation opponents, and internal relationships.
Moreover, I will actively apply my newly acquired strategy change skills to
practical business negotiations, integrate my experiences and record them, and
refine my negotiation strategy change system. To continuously enhance my
negotiation strategy change skills, I will seek to broaden my horizons, stay
updated with the latest negotiation theories and practical cases, reflect on and
learn from my practices, and promptly identify and correct my shortcomings. I
will also strive to cultivate my interpersonal communication skills and emotional
intelligence to better comprehend, negotiate, build trust, and reach consensus in
negotiations, further increasing the likelihood of successful negotiations.
Using the Gibbs reflective cycle, let's analyze the case of the US-Japan Candy
Company:

Stage 1 - Description: Waller was confident in his preparations and anticipated

reaching a deal with the Japanese businessmen during their meeting. He believed
that his contract design would appeal to both parties and that he would be
flexible enough to discuss and make concessions on certain details when
necessary. He expected the meeting to involve a thorough discussion of new
business opportunities and a promising future. However, Waller was
disappointed when the Japanese businessmen did not engage in a detailed
contract discussion as he had anticipated.

Stage 2 - Emotions: Waller's emotional state shifted when he realized that his
expectations were not met. He felt both disappointed and surprised, struggling to
comprehend why the Japanese businessmen did not delve into contract
discussions. This emotional response had the potential to influence Waller's
judgment and make him more cautious in future negotiations.

Stage 3 - Thinking: Waller began reviewing the meeting, its process, and
outcomes. He reexamined his contract design and negotiation strategy.
Additionally, he sought to understand the reasons behind the Japanese
businessmen's lack of engagement, considering factors such as cultural
differences and strategic considerations.

Stage 4 - Analysis: An analysis of Waller's experience reveals that his initial

expectations were not fulfilled. This disparity prompted him to investigate the
underlying reasons. He contemplated various factors such as cultural differences
and strategic considerations that may have influenced the behavior of the
Japanese businessmen. This analysis granted Waller a better understanding of
the situation and allowed him to identify areas for improvement in his
negotiation approach.

Stage 5 - Conclusion: Through reflection and analysis, Waller recognized the

necessity of adjusting his strategy for future negotiations. He acknowledged the
significance of thoroughly studying the Japanese company's business strategy
and engaging in prior communication to ensure consensus on contract details.
This conclusion demonstrates Waller's ability to adapt and learn from his
experiences with the goal of enhancing negotiation outcomes in the future.

Stage 6 - Focus: Looking Forward, Action Plan: Drawing from his reflection and
analysis, Waller began formulating his next steps. Options such as conducting a
more comprehensive study of the Japanese company's business strategy or
initiating communication prior to the next meeting to establish agreement on
contract details were considered.
Based on these four stages, the following negotiation principles can be derived:
1.Adequate Preparation: Thorough preparation is indispensable for
successful negotiations, requiring comprehensive research into cultural
differences and the other party's business interests.
2.Active Listening: Active listening plays a vital role in negotiations by
fostering trust and facilitating the formation of a long-term cooperative
relationship.
Flexibility: Negotiations often to require concessions and a willingness to explore
alternative solutions in order to achieve a consensus.
3.Cultural Respect: In negotiations with international partners, respecting
cultural differences is essential. Understanding the other party's culture and
adapting to it can strengthen business relationships.
4.Avoid Clichés: At the commencement of negotiations or meetings, refrain
from reiterating previously agreed-upon matters and instead focus on discussing
new issues or adjustments.

To summarize, the case of the US-Japan Candy Company underscores the

significance of preparation, active listening, flexibility, and cultural awareness in
achieving successful negotiations. As stated in Harvard Business Review,
negotiation is an ongoing process, not an isolated event (Lax & Sebenius, 1986).
Reflection on Cross-Cultural Negotiations

Cross-cultural negotiation holds significant importance in contemporary

international relations. In my recent foray into international negotiations, I
acquired in-depth knowledge about diverse facets of cross-cultural negotiation.
Primarily, I recognized that cultural disparities assume an indispensable role in
the negotiation process. Varied cultural backgrounds entail distinct values,
beliefs, and behavioral norms among individuals. Consequently, these disparities
may give rise to misunderstandings, communication barriers, or even negotiation
breakdowns. Consequently, comprehending and respecting the counterparts'
cultural context becomes indispensable for successful cross-cultural
negotiations.

Moreover, I unraveled the criticality of effective cross-cultural

communication for favorable negotiation outcomes. Communication emerges as
a common and challenging hurdle in cross-cultural negotiations. Disparities in
language, non-verbal cues, and implied meanings often lead to
misinterpretations and conflicts. To address this, I learned the art of active
listening and perceptively discerning non-verbal signals from the other party.
Skillfully utilizing appropriate language and expressions to foster effective
communication was crucial.

Foremost, in international negotiations, I recognized the paramount

significance of flexibility and adaptability. Given varying expectations and
preferences among participants from diverse cultures, flexibility becomes a vital
attribute. This entails embracing an open mindset and willingly adjusting
negotiation strategies and styles to harmonize with the cultural nuances of the
counterparts. It is through such flexibility and adaptability that trust can be
forged and mutually beneficial outcomes attained.

In conclusion, my engagement in cross-cultural negotiations provided an

academic deep dive into the salience of such negotiations. Cultural differences,
effective communication, and flexibility emerge as integral elements for
successful cross-cultural negotiations. This experience heightened my awareness
of the significance of cultural diversity in an interconnected world and
continuously reminds me to foster astute insight and cultivate a learning-
oriented approach in international negotiations.