Abstract
This paper outlines major strategies in negotiation and points to some difficulties non-native speakers are likely to experience when taking part in commercial, international negotiations. It stresses the need for an approach which integrates social and psychological knowledge of the process and strategies of negotiation interactions with cross-cultural and cross-linguistic aspects, from which guidelines for the practical training of negotiators can be derived.
Highlights
The prevalence of negotiation described above has been emphasized by Kennedy/Benson/McMillan (1981,1).For Danes negotiating in international contexts efficient communication skills are essential (cf. Eksport og uddannelse, a document published by The Federation of Danish Industries (Industrirådet) in 1988)
The vast majority of these international negotiations are conducted in a foreign language and in depth knowledge of the foreign language, as well as mastery of effective negotiation tactics, are of decisive importance
For the businessman/woman who has to handle negotiations of decisive importance to his/her company, the knowledge to be gained through relevant research findings and teaching material is even scarcer
Summary
The prevalence of negotiation described above has been emphasized by Kennedy/Benson/McMillan (1981,1). For Danes negotiating in international contexts (commercial, diplomatic) efficient communication skills are essential (cf Eksport og uddannelse, a document published by The Federation of Danish Industries (Industrirådet) in 1988). The vast majority of these international negotiations are conducted in a foreign language (most commonly English) and in depth knowledge of the foreign language, as well as mastery of effective negotiation tactics, are of decisive importance. This paper deals, in particular, with negotiation strategies and communicative problems in connection with successful realisation of these strategies, i.e. problems which are likely to face the Danish businessman negotiating abroad
Sign-in/Register to view highlights & summary Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callMore From: HERMES - Journal of Language and Communication in Business
Disclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
