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ecomes possible. Fuller, therefore, suggests that the following aspects should be taken
care ofwhen negotiating at an international level:
)0 It is advisable to visit the negotiation venue beforehand to familiarise oneself
with it.
)0 There must be an interpreter for the adversary's language even if he speaks
English
)0 Know the other country's customs so that you do not offend anyone.
> Know what cultural differences are important for negotiation purposes. Here
Fuller (1992:223) mentions "the degree of formality/informality at meetings,
the authority of the negotiator, and the extent of socialising from culture to
culture."
> It is important to research the company you are negotiating with to ascertain
that country's ethics, because the legal route may not be easy to make use of.
)0 Ifpossible the agreements must be interpreted in your own country's laws
> Courtesy and accepting local business protocol are important. Business should
not be discussed during moments of socialising unless your host starts the
discussion.
Fuller (1992) also suggests negotiating in your adversary's language if he is
non-English speaking. This may appear as a stumbling block to you, but it will help to
build trust so that there are no allegations of misunderstanding at a later stage. Also it
provides an opportunity to think while your statement is being translated.
How To KEEP NEGOTIATIONS FROM STALLING
It is common that negotiations stall just when the closing of the deal seems
imminent. According to Fuller (1992:232) this happens because all the possible
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