chapter  8
38 Pages


Human resource professionals and internal organizational trainers are often asked to recommend or conduct training programs that will assist participants to negotiate more effectively in the domestic and international arenas. Therefore, part of the HR specialist's task is to train, guide, and develop individuals to become more effective international business negotiators. This chapter discusses the basic elements and tools needed to conduct effective negotiations. Because each negotiating situation is unique, the individuals involved in the negotiating situation will have to determine which tools are most appropriate for the given situation.