9-1 Discussion: Special Issues in International Negotiations

In negotiations between an international company and a small company in a developing country to set up an international joint venture, what might be each company’s negotiating interests? What are some likely conflicts that will arise during negotiations?

Provide a thorough response in one or two paragraphs, using appropriate terminology from the chapter.

In response to peers’ posts, recommend actions they can take to clarify the other side’s negotiating interests so as to avoid conflicts. Use at least one scholarly reference.

Refer to the Discussion Rubric for directions on completing these discussions.