You are about to embark on an international negotiation. You work for a multinational oil company, and your company has decided to set up a joint venture with Saudi Arabia and another one with a company in Russia. You are leading the negotiations. • What are the 5 stages of negotiation, and how are you going to prepare for them? o Is the preparation different with each country? • What cultural differences do you need to be sensitive to in the process? o For example, what would you expect from the Arab negotiator versus the Russian negotiator who are working with you, the American negotiator? • What would be some of the political, legal, economic, and ideological issues that may come up? • How would you manage conflict if it should come up in the negotiations? • What decision-making process would work better with the different cultures? o Inductive or deductive reasoning? o Is it a personal issue or a cultural issue?
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