ABSTRACT
This chapter explains the main dimensions of the Deal and/or Relationship model of Inter Cultural Business Negotiations. The negotiation system is a combination of relational dynamics, information exchange, persuasion, and bargaining processes which result in drafting agreements with joint as well as individual outcomes. The scope of business negotiation is quite large, virtually infinite: including sales contracts, business deals, agency contracts, company takeovers, mergers and acquisitions, joint ventures, and individual as well as collective agreements between employers and employees. The contrary assumption, which exists in many cultures, is that deal and relationship just cannot be divorced from each other. Certain cultures are deal-prone and find it normal to search for a one-shot contract, a discrete transaction with no future. A strong argument in favour of starting negotiation from a Deal-Making perspective is that relationships are only the by-product of negotiation. The chapter also presents an overview on the key concepts discussed in this book.
