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Communication Beyond Boundaries by Payal Mehra

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Chapter 8

Communication Skills in International Business Negotiations

He, who knows his enemy and himself well, will not be defeated easily

Sun Tzu, Art of War

Introduction

The word negotiation stems from the Roman word negotiari, which means to carry on business and is derived from the Latin root words neg (not) and otium (ease and leisure). It is thus, a business activity, which demands strategic planning and hectic parleys. Achieving success in business negotiations is one of the most challenging communicative tasks in business.

Broadly speaking, negotiation between two or more parties involves the process of communicating back and forth to arrive at a mutually satisfying agreement. It is thus, a kind of social interaction, which facilitates ...

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