International Business Negotiations in Small and Medium Organizations
International Business Negotiations in Small and Medium Organizations

Summary/Abstract: To operate effectively and proficiently the representatives of the contemporary business world look for the most successful ways to meet the challenges of global developments. The article deals with the issues of international business expansion and the necessity to introduce a scientifically based course of negotiation for different managerial levels. The course in negotiation is usually integrated into the general program of organizational learning and development. The article presents some general approaches to the course design which could be applied in working out a business negotiation program. A special attention is paid to the content of the course which is considered to be a driving force of the whole program. However, negotiation practice activities are of no less importance. The increasing scope of international business calls for the necessity to view business negotiation process as that of meeting different cultures. The article stresses the importance of the analysis of ranking countries/cultures or cultural dimensions. This knowledge helps to evaluate the outcome of international negotiations in accordance with different dimensions (power/distance; individualism/collectivism).

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