The European Union in International Commercial Negotiations Essay Example for Free

The European Union in International m adeptymaking(prenominal) negotiations Essay mercantile negotiation is negotiation in the context of a championship stage setting much(prenominal) that it involves the manage custodyt of mercantile activities that includes contract negotiation and project management with the sole intention of making upper limit returns from the same. This process all(a)ows for the development and creation of new business opportunities CITATION Bea00 l 1033 ( Beasor Steele, 2000). The job description of moneymaking(prenominal) negotiators includes an overviewing lineament in the whole deals process and to some extend responsible for the implementation of a detailed business sales plan. The overall role is to make sure they retrieve the best involve out of any business opportunity. It is therefore important for a commercial negotiator to have a grasp of the customers business needs in order to offer the mandatory products and services demanded by the consumer. commercialized negotiation entails the following vital services. Conducting market research of the opposite products by the business, analysis of data from the sale activities of a business, provision of financial reports to the senior management of the business and overly to the different stakeholders of the enterprise. An separate function is the identification of new opportunities for the business, commercial negotiation also includes reviewing and assessing opportunities for new businesses. Commercial negotiators play a decisive role in the maximization of the revenue from the business.Commercial negotiation thus requires unrivalled(a) to have the required skills to excel in the field. virtuoso needs to have great interpersonal skills that will enable them to considerably interact with people. This is important in order to win and sell ideas to the people unitary interacts without stepping outside one mandate. adjectival and communication skills atomic numbe r 18 necessary for commercial negotiators because of the constant flow of teaching from team members. One should also be accommodative of other(a) team members opinions that atomic number 18 different from ripe as a commercial negotiator. Commercial negotiators play a pivotal role in the mastery of any business. A triple-crown commercial negotiator brings together control elements and definitions and operates them efficiently. This means that a triumphful commercial negotiator will apply leadership skills already applied in the departmental running. The role of a commercial negotiator is to blend responsibilities re juveniled to project execution, planning, monitoring and achievement of the desired goals. For mortal to be a successful manager they should have demonstrated ability to lead others and organize live on CITATION Gat11 l 1033 (Gates, 2011).A commercial negotiator needs to have contact with other required resources. For projects that need coordination between divi sions and departments, a commercial negotiator with contacts outside a single department is required. An be after commercial negotiator should ensure and develop contacts within the organizations departments to help run a project successfully. They should also be able to coordinate a diverse pool of resources. This would be achieved by exploiting with different people from different backgrounds and disciplines. As an aspiring commercial negotiator, one should be able to supervise and deputize work in areas alien to their background. All this is possible by having a close rapport and teamwork.Procedural and communication skills. This is because of the constant flow of information from team members. One should also be accommodative of other team members opinions that are different from dependable as a commercial negotiator.Commercial negotiation skills and techniques in the western world (European Union) and ChinaFor one to do business abroad he has to look the various cultures an d practices that are accepted in the process of commercial negotiation. Before travelling to the European Union one has to consider the required etiquette that is observed and required in the meetings, negotiations and business protocol. Europeans are cognize to be humorless, stubborn, and aggressive they also pay attention to details. A successful business has to understand the shroud pagan aspects to present the right etiquette. The Europeans are strictly clod while doing business and according to them its wrong to swap jokes or have informal chats when working. Europe is a significant trade checkmate for many states. Learning to do business in Europe and understanding their business practices, culture and etiquette improves skills and success of international business men CITATION Meu05 l 1033 ( Meunier, 2005).The number one aspect of etiquette in Europes business spheres is Organization. They are usu admirer uneasy with ambiguity and disorder. They lean towards conservatis m and conformism they dont like uncertainty so one has to have first-hand information and facts at hand. When doing business in Europe, one has to emphasize on careful planning. One has to consult and get a consensus before presenting his idea and opinions. European commercial negotiations appreciate statistics, facts and details and there is no room for mistakes and omissions. To observe business etiquette one has to nullify risk and negate uncertainty. The stress on conformity and fear of risk makes them apprehensive and they guarantee certificate through risk analysis. This is ensured by keen deliberation and scrutiny based on factual evidence and non intuition. They prefer written documentation as it is the safest and objective for analysis.In communication the Chinese wit their privacy and they usually divide their private and public life. While communicating one has to be formal and foil to official duty. They dont talk about their private lives as they are tutelary of p ersonal issues. They prefer their communication to be short direct and straight to the point. They consider emotions unnecessary in conversations at the work place.They dont talk out of context as they only stick to the issue at hand. The Chinese also prefer brief greetings and thats why they only do short holdhakes When several people are being introduced they take turns to greet each other and they void reaching out over someones hand. They find it rude to greet someone with one hand in the pocket and when women enter a room the men stand as a show of politeness. The men sit after all the women have taken their seats. The Chinese etiquette requires that people are ad fancy uped using Mr., Ms or Mrs. followed by the surname. The only people who are allowed to use the first names are family members and very close friends. The Chinese culture also insists on the use of maestro titles such as doctors, academics and others. One has to establish professional titles before any meeting . They use the surnames to maintain formalness and respect CITATION Lam00 l 1033 ( Lam, 2000).Punctuality is another important aspect of etiquette in Europe. Punctuality is a serious issue as they value their time. The business people are usually under a lot of pressure and they plan for their time very well to meet their daily objectives. Being late shows disrespect for people and their time, it is also a show that the person is not interested or not serious about the business deal or meeting. The punctuality is seen as a sign of trueness to the business. Europeans also dont mix humor with business affairs. If jokes are made they should be in context and tasteful. They usually have a very strict protocol in their meetings leaving teensy-weensy room for humor. They believe that when jokes are made during business then the meeting seizes to be formal. In doing business with Europeans one has to plan ahead the meetings should be booked two to three weeks in advance. They have a cult ure where they hold their meetings between eleven to one and three to five p.m. They avoid meetings on Friday afternoons, during their regional festivities and the holiday months of July, December and August.Their meetings in most cases are usually formal, functional and they stick to the set agenda. The set start time and finish time are obeyed by all means so everything is through with(p) within the time limit. They prioritize business as they discourage relationship building and small talks CITATION Lam00 l 1033 ( Lam, 2000).They analyze commercial negotiation proposals thoroughly while considering every detail. They ensure the information and facts are provided in written and scientifically presented. They make logical conclusion basing on the empirical details. Decisions are not made based on the subjects charm or marketing skills only they consider concrete facts and the accuracy found in the details. The Europeans are slow when it comes to making decisions hence the procee ding should not be rushed. They take their time as they try to furnish the decisions with additional information. Once a decision is reached they rarely change their mind regarding the same. They give respect priority and they give each other personal space in the work environment. They are not allowed to touch during meetings and business dealings. They dont mix official meeting with social issues.They prefer official dressing when doing commercial negotiations .They rarely dress in casual clothes when working. Europeans trade show participants do not wear badges. Introductions are rescue until the visitor shows interest. If the introduction is made too early they consider it superficial and intrusive. Europeans also dont give their business cards quite easily. They value their privacy and in case they hand you one it should be treated as confidential and private. It should not be passed to another person without the owners permission. In calling the Europeans they take it offensi vely when they are not referred to by their title and name. Europeans shake hands to say hello and goodbye. The hand shake should be done using a firm grip. This is a show of respect and also it depicts the appreciation of the colleague. Women are the ones to be greeted first and not while seated. The men have to stand before they greet women this clearly shows the high level of respect they maintain in the working area. They also have a culture of maintaining eye contact. This is a show of confidence and legitimacy. In Germany company stability and long term commitment are top priorities. Europeans are usually peculiar about the company ownership, history and the product lines. References will be requested to prove honesty and reliability. Because of all this the process may be slow and trying to speed them up is considered rude and suspicious.Importance of friendship on Target Culture in Commercial NegotiationThe influence of ethnical diversity has major(ip) impacts on work rel ationships in most organizations commercial negotiation. The cross cultural occurrence affects communication between employees, causing confusion and thereafter results in misunderstanding in the workplace. It is therefore important for both managers and their employees to understand the target cultures communication process and recognize the sources of cross cultural contraventions. Depending on how they are managed, cross cultural conflicts may have either positive or negative outcomes. It is also important for managers to develop let out skills that help in handling the complications caused by different cultures. Managers should be able to convert the problems of cultural diversity into strengths of the organization CITATION Bea00 l 1033 ( Beasor Steele, 2000).This is so to avoid getting in disputes in different cross-cultural platforms. As a commercial negotiator it is important to identify and address any underlying disputes or conflicts before anything goes wrong at the wor kplace. I have made it clear to my employees of the expected behaviors at the work place and most importantly during their interactions with foreign customers.As a negotiator one is the greatest ally but greatest obstacle to effective management of my employees. One has to closest to the junior managers who need to change to the new behaviors and cultures associated with management programs. Getting supervisors and managers on board and taking the lead in supporting cultural diversity is an important aspect of my commercial negotiation skills. This will ensure that employees are given an opportunity and platform to interact and raise any issues or concerns that they might have. Most importantly, employees should be given a chance to develop their own competencies and skills for enhancing cultural sensitivity among other employees in the company.As a commercial negotiator working in a multicultural company, it has been necessary for me to develop my skills in cross-cultural conflict management which affects productivity in the long run. Cross-cultural disputes have often lead to voluntary physical exertion termination. These conflicts resulted in the loss of working time and loss of morale CITATION Bea00 l 1033 ( Beasor Steele, 2000).ReferencesBeasor, T., Steele, P. (2000). Business Negotiation A Practical Workbook. capital of the United Kingdom Gower Publishing, Ltd.Lam, M. L.-L. (2000). Working with Chinese Expatriates in Business Negotiations Portraits, Issues, and Applications. Greenwood Publishing Group.Meunier, S. (2005). Trading Voices The European Union in International Commercial Negotiations. Princeton Princeton University Press.Adoranti, F. (2006). The Managers Guide to Understanding Commercial Contract Negotiation. in the raw York international Professional Publishers.Burke, W. (n.d.). An examination of the commercial principles of the late negotiation between Great Britain and France in MDCCLXI In which the organisation of that negotiation with regard to our colonies and commerce is considered (Google eBook). Printed for R. and J. Dodsley.Fox, W. F. (2009). International Commercial Agreements A Primer on Drafting, Negotiating, and Resolving Disputes. Kluwer integrity International.Gates, S. (2011). The Negotiation Book Your Definitive Guide To Successful Negotiating. New York John Wiley Sons.Marsh, P. D. (2001). Contract Negotiation Handbook. London Gower Publishing, Ltd.Pye, L. W. (1990). Chinese Commercial Negotiating Style. Hong Kong Oelgeschlager, Gunn Hain, Publishers.Ward, D. (2012). Contract Negotiation Handbook Getting the Most Out of Commercial Deals. New York John Wiley Sons.Source document