After the Contract, What? Negotiating to work successfully with a foreign partner

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An important trend in international business is the creation of long-term cooperative relationships among firms from different countries. As a result, businesses in all countries are increasingly faced with the challenge of working with foreign partners. This new business orientation also calls for a new approach to international business negotiation by lawyers and business executives. First, they must learn to see their task as creating the foundation for a business relationship, rather than merely negotiating a contract. Second they must recognize that a long term business relationship is a continuing negotiation between the parties. Third they must learn to use the prenegotiation phase of business negotiations more effectively. And fourth, the application of mediation, conciliation and other similar devices to create and preserve effective business relationships needs to be addressed during negotiations.


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