Communication strategies of international business negotiations

Abstract

Negotiation is a form of interpersonal communication. Good communication is the most important prerequisite for successful negotiations. Communication is a two way street that requires everyone involved to exchange messages. The goal is to make the own position or proposal understood by the other party, and this relies on communication ability. Therefore, negotiators need to express themselves clearly and concisely in order to speak with a devotion to the purpose of the negotiation. As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication becomes less significant.