Negotiating Business And Trade Agreements: Lessons From Australia

Abstract

The ability of individuals to communicate cross-culturally is valued by business firms as well as national trade bodies. Yet little attention is paid to the contextual factors that impact the process and outcome of business and trade negotiations. The choice of the site for negotiations, the use of time as a strategic tool, and the effect of cultural forces are often neglected when planning for and conducting negotiations. This often results in frustrations during negotiations and can ultimately lead to the failure of the deal. Using Australia as a case, the lecture explores the negotiating style of Australian negotiators.