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General Business Articles

The Skills and Knowledge of Succesfull Negotiators

Negotiator is the key person for the profitable survival of the organization in a competitive world. Negotiation as an art requires certain inherent qualities of an individual that makes the negotiator more dynamic and natural. Skillful managers must assess many factors when managing international business negotiations. The successful management of intercultural negotiations requires that manager go beyond a generalized understanding of the issues and variables involve. The negotiator must have the knowledge about the following things.

  1. Value: Business negotiators must make sure that they have an intelligent understanding of the facts that are the basis for any negotiation. Failure to gather & understand the relevant facts that support optimal deal making will result in a failed negotiation or negotiations where value or resources are left on the table.
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Abey Francis

The Cultural Context of Business Negotiations

Considering the potential problems in cross-cultural business negotiations, particularly when you mix managers from relationship-oriented cultures with those form information oriented ones, it is a wonder that any international business gets done at all obviously, and the economic imperatives of global trade make much of if happen despite the potential pitfalls. But an appreciation of cultural differences can lead to even better international commercial transaction-it is not just business deals but highly profitable relationships that are the real goal of international business negotiation. For the efficient and effective international business negotiations few steps are important. Which includes:

  1. Selection of the appropriate negotiation team.
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Abey Francis

International Asset Protection

Company’s investments and other assets in foreign countries may face the risk of expropriation. Governments are therefore concerned about the protection of the interests of their national companies in the foreign countries. The potential risk was more before the worldwide liberalization set in the 1980s.

Important protective measures in this respect include the following:

Coercion and Pressure

Until the Second World War, home countries used military force and coercion to ensure that host governments would give foreign investors prompt, adequate, and effective compensation in cases of expropriation, under a concept known as the international standard of fair dealing. It may be noted that the home countries of the companies involved were developed ones and the host countries were developing nations and these host countries had little to say about this standard.… Read the rest

Abey Francis

International Business Negotiations

In a number of cases the foreign market entry and strategy implementation involve negotiation with the government of the foreign country and / or foreign firm. International business plans “are always often implemented through, face-to-face negotiations with business partners and customers from foreign countries. The sales of goods and services, the management of distribution channels, the contracting for marketing research and advertising services, licensing and franchise agreements and strategic alliances all require managers from different cultures to sit and talk with one another to exchange ideas and express needs and preferences. Executives must also negotiate with representatives of foreign governments who might approve a variety of their marketing actions’ or in fact be the actual ultimate customer for goods’ and services.… Read the rest

Abey Francis

Gender Bias in International Business

The gender bias toward women managers that exists in many countries creates hesitancy among U.S. multinational companies to offer women international assignments. Questions such as, Are there opportunities for women in international business? And should women represent U.S. firms abroad? Frequently arise as U.S. companies become more international. As women move up in domestic management ranks and seek career related international assignments, companies need to examine their positions on women managers in international business.

In many cultures-Asian, Arab, Latin American, and even some European women are not typically found in upper levels of management. Traditional roles in male-dominated societies often are translated into minimal business opportunities for women.… Read the rest

Abey Francis

Personnel Action Systems (PAS)

As the name itself specifies,  Personnel Action Systems (PAS) supports the activity of the personnel department in taking actions on the following:

  1. Filling job openings and
  2. Recording and reporting promotions, transfers, terminations and other employee status changes.

Two systems involved in  Personnel Action Systems (PAS) are:

  1. Placement data system and
  2. Personnel activity reporting system.

The details vary from organization to organization. Equal employment opportunity and affirmative action concerns in USA are making more extensive data systems necessary with respect to both the above systems.

There is a growing need to document the search procedure employed to job applicants and the decision procedure by which the new applicant is selected.… Read the rest

Abey Francis
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