|
Published 9th Feb 2009 Posted by admin |
|
If you start looking for advice on international sales negotiations, you may end up getting more than you need. And you might not know which advice to follow. There are people who call themselves multicultural or attribute with an international experience without having the necessary expertise to advise on cross cultural negotiations. There are also people living in foreign countries for years without acquiring a true multicultural experience at all. The so-called “bilingual” skills are often large variations in language skills. Everyone has their own point of view, and the success of formulas based on their own experience. And when we find several pieces of advice, often choose the easiest option. As North American International Sales & Marketing professional in Europe for over 20 years I have had years of field experience in negotiations between the Americans and Europeans. And I have received my fair share of advice. I’d like to share with you the most important advice that I learned and applied for over 20 years. There is only one essential thing you need: * Prepare for negotiation You must be the preparation of all its negotiations. In international sales is necessary to expand a little more preparation. These are the areas where you have to be prepared: 1. The object of negotiation: * Know the location of your company, products and strategy from the inside out. * Know what you want out of this negotiation 2. The reunion was another company: * Learn as much as you can about the company * Get as much background information as well as what is currently in the news. * What are your other companies? * Where are they? * Who is the management team, and what nationalities are they? 3. The other company’s position in negotiating * What does the customer want? * What do you want to sell him? * What cards can I play? * What can be wanting cards but you can not play or give any price? * What are you willing to negotiate? * Identify items that do not negotiate on. * What results win-win opportunities do you see? 4. How the reunion will take place: * Who is going to reunion? * Where do you meet? * Who else is going to be? 5. The cultural environment * Are there cultural factors in general should be aware of? * Are there cultural factors that businesses should be aware of? * Are there cultural factors that any negotiations must be aware of? * How will the location of choice for countries that affect their bargaining reunion? * Are there any in particular, male / female cultural issues here? * What you hope to accomplish? That is the most important advice you will receive in negotiating international sales. Yes, you will also have to adapt their thinking, but may not do if you’re not prepared. Sometimes you may feel as if they have developed over their negotiation. Negotiation might have seemed too easy, to require the preparation time. And you might be tempted to skip the prep time the next round. This would be a good step. Given their prior experience and a confidence that others can pick their own behavior. You will earn points without saying anything. Preparation prior to the negotiations on international sales gives him a double advantage. * Solid preparation for negotiation of the sale, so you can concentrate on the sales. * One aspect of the experience that cross cultural boundaries to give the necessary credibility Solid preparation before the negotiations will give you the tools you need to navigate the cross-cultural negotiation challenges that inevitably pop up. Therefore, before any international reunion, do not skip the essential preparation. Set aside enough time to do so before the reunion. … and follow these tips. Are you committed to speeding up its international sales cycles? Learn how to combine cross-cultural marketing tools and international sales strategies for faster sales. |
