Each negotiation has its own principles, especially if the negotiation is done commercially and internationally, and in an interview with an international relations expert, we will explain its dimensions.
According to the Science and Technology News Agency from Shiraz, most of our relationships, both in personal life and in the business environment, are inevitably negotiated, and if this negotiation has direct or indirect, financial and economic consequences. Be known as trade negotiation.
Every negotiation has its own principles, especially if the negotiation is done commercially and internationally, the people present at the meeting must be fully acquainted with these principles and apply them in a desirable way to achieve their goals.
In this regard, the CEO of Safir Mandegar International, in an interview with a reporter of the Science and Technology News Agency in Shiraz, examined four important principles of trade negotiations that play a key role in the international environment.
Dr. Mohammad Ali Moslehifar stated: “Negotiation is the most common way to reach an agreement between two people or a group of people who try to solve problems or a set of actions in which there is a degree of difference in interests and goals.” they do. In the field of business, companies and organizations to express their demands and listen to the demands of the other party need to hold meetings to negotiate in accordance with its principles, because without negotiation, no business can be done. If the negotiation sessions are attended by companies from other countries, it is called international trade negotiation.
Referring to the types of negotiations, he said: In general, negotiations are divided into different types, two of which are more practical than the others. The first type of negotiation is called distribution, in which the profit of one party is to the detriment of the other, and hence this type of negotiation is also called win-lose negotiation.
The CEO of Safir Mandegar International continued: “The second type of negotiation is called integration, which is a method of solving problems to achieve solutions that benefit the parties to the negotiation, and this type of negotiation is called win-win.”
“In addition to defining two types of negotiation, effective communication skills are essential to any internationally selected negotiator,” he said. Effective communication depends on the other party.
Moslehi Farba emphasized that effective communication in the negotiations that take place in the international environment is always influenced by various parameters that change the course of the negotiations. Followed.
According to him, among the various types of principles and techniques of negotiation, there are four essential and common principles that, if followed, will lead to success in negotiation, especially in the international environment.
Regarding the essential principles of negotiation, the international relations activist said: “Today, the importance of knowing these principles in order to succeed in negotiation is not hidden from anyone, and every negotiator must know and follow these principles well to achieve the desired result.”
Referring to four important principles of negotiation in the international environment, he said: Research on the culture of the foreign negotiating team before the start of negotiations is the first principle that lack of sufficient knowledge is the root of many challenges in effective communication, especially in the field Is international. On the one hand, ignorance of this can lead to loss of business position and on the other hand, loss of market share in the international arena. But on the other hand, knowing the culture of the foreign group and getting acquainted with the values and their development in international trade can make a great contribution for the domestic negotiator.
The CEO of Safir Mandegar International added: “Companies active in the field of international trade, due to the prevalence of culture that prevails in the world, need to communicate with different people and cultures, and it is necessary to provide information before starting negotiations.” Gain ground to help them in the process of a successful negotiation.
Regarding the second most important principle in the success of a negotiation, he acknowledged: Having an effective verbal communication is the second most important principle in the success of a negotiation. The negotiator must know how to use words effectively, because lack of knowledge can be one of the most important concerns of a negotiator, because the meaning of the message often depends on the set of circumstances that surround the message. It should be noted that for effective verbal communication, its cultural context must also be understood.
He also said that in international trade negotiations, the language used by most companies and organizations is English, the knowledge of which increases the success rate of effective verbal communication. By improving his knowledge of all four English language skills (listening carefully, reading texts with understanding of the concept, speaking in a principled way, and writing professionally), the negotiator can excel in a culture and manner of negotiating with companies. Get to know the international community, which will improve trade relations and success in the negotiation process.
Mosleh Far added: “Fluency in English in negotiations makes the negotiator look more professional, and this increases the trust of the parties and increases their willingness to cooperate.” It should be noted that knowledge of English, in addition to negotiation, is very important in reading the websites of companies and organizations abroad and international contracts, all of which are in English.
Regarding the third principle of success in negotiation, he said: “Apart from effective verbal relationships, the ability of non-verbal communication, which is defined in body language terms, as the third principle, plays a very important role in the process of successful negotiation.” Using body language can tell the negotiator things that spoken language is not capable of, provided the negotiator is well versed in using body language.
The international relations activist said: “In this principle, it should be remembered that non-verbal communication and the use of body language have a direct relationship with the culture of the opposite country, and in different cultures, it has the ability to avoid abuse.” Understanding between the parties will help.
“For example, one of the most important non-verbal communication is eye contact, which in many cultures shows the amount of attention or interest and has a convincing effect on the other party,” he said. On the other hand, it should be borne in mind that in African and Japanese cultures, as a sign of respect, they avoid eye contact more.
The CEO of Safir International, a permanent communication company, considered the fourth important principle in conducting a successful negotiation to be the appearance and dress of the negotiator, which can have a great impact on the other party. It should be noted that the type of appearance and dress is very important in all cultures and sometimes the negotiator is judged on the appearance and dress.
Dr. Moslehifar, expressing his satisfaction with this interview and the importance that the Science and Technology News Agency in Shiraz has given to the issue of international trade, introduced the Ambassador International Company for Sustainable Communication in Shiraz.
He stated that the company can provide services to managers who work in the international field in the following cases:
Advising and conducting international trade negotiations and correspondence in English;
Consulting and making telephone or internet calls and conducting business negotiations in English with potential clients abroad;
Advice on attending international business meetings;
Consulting and preparing content (writing the text of the lecture, making slides, etc.) in English for presentation in international settings (seminar, conference, event, conference, etc.);
Consulting and conducting sourcing research (commodity finding) of foreign exporting and importing companies in English;
Consulting and cooperation in holding webinars, seminars, workshops and… in English to prepare for participation in international environments;
Collaborate in holding webinars, seminars, conferences and workshops in English on behalf of the company or organization.
He concluded by stating that negotiations, especially in the international arena, are carried out under the influence of many factors, and that the observance of each of the principles stated in this report will lead to successful negotiations. He added that since cultural differences play a significant role in the field of international trade and mismanagement of cultural differences has high risks, it is hoped that the Science and Technology News Agency from Fars will dedicate a report to the impact of culture in the negotiation process. Give.
