International Business Negotiations in Small and Medium Organizations

Abstract

To operate effectively and proficiently the representativesof the contemporary business world look for the mostsuccessful ways to meet the challenges of global developments.The article deals with the issues of international businessexpansion and the necessity to introduce a scientificallybased course of negotiation for different manageriallevels. The course in negotiation is usually integrated intothe general program of organizational learning and development.The article presents some general approaches tothe course design which could be applied in working out abusiness negotiation program. A special attention is paidto the content of the course which is considered to be adriving force of the whole program. However, negotiationpractice activities are of no less importance.The increasing scope of international business callsfor the necessity to view business negotiation process asthat of meeting different cultures. The article stresses theimportance of the analysis of ranking countries/cultures orcultural dimensions. This knowledge helps to evaluate theoutcome of international negotiations in accordance withdifferent dimensions (power/distance; individualism/collectivism).