Mike McCormac presents a simple five step framework to enable successful international negotiations. To see the accompanying video, go to http://www.business-survival-skills.com/international-negotiation/

1. NEGOTIATION FROM
AN INTERNATIONAL PERSPECTIVE
Mike McCormac
Business Growth Consultant

2. WHAT IS THE BIG FACTOR?
Two styles of
business relationship
Transactional Relational
“Fulfil the Contract” “I trust you”

3. THE NEGOTIATION MODEL
What is the Goal?
Analysis Options Action

4. GOALS
What is YOUR goal? What is THEIR goal?
 Nothing else matters  What do they want?
 Are your actions taking you  Can we meet that?
towards your goal?
 Are there any personal
 Goals should be SMART motivations or goals to consider?

5. ANALYSIS
People Perceptions and Options
interests
 Who are their  “Make the pie
people?  What is a start point bigger”
 Are they both sides agree?  What has more value
empowered?  Where are the gaps to them than us?
 Any third parties in perceptions?  What has more value
who could influence  Any ‘standards’ that to us than them?
them? can be applied?  What can be traded
 What cultural or linked?
differences?
 What is their style?

6. OPTIONS
Brainstorm Risks What is a great
outcome?
 The “bigger the pie”,  What are your risks
the better and how could you  Are there other ways
manage them? of looking at the
 The more options,
the “bigger the pie”  What risks will they same facts?
want to avoid?  How can our
 Crazy options are not
always so crazy  How could you help proposition be made
them manage their most appealing?
risks?

7. ACTION
How is the Commitment in Keep things
negotiation run? baby steps moving along
 Position peer-to-peer  A small ‘yes’ is easy,  What’s the next
a big ‘yes’ is hard step?
 Be clear who is
marking who  Get commitments in  What’s the deadline?
the way they make (You’re NEVER in a
 Try and have an
commitments hurry!)
observer to watch
body language  Are you sure they’re  Who is going to do
committed? what?
 Listen more than you
speak
 Keep things moving

8. SUMMARY
Preparation is everything The international
dimension
 Aim for no surprises
 Try to get them to prepare as  Be sensitive to different cultural
much as you do factors
 Think harder about their
perceptions and try to test your
thinking
 Use as much as you can of their
approach and standards

9. THANK YOU
Keep in touch!
• Mike McCormac
 LinkedIn
 Twitter @mikemccormac
 Email mike@business-survival-skills.com