A short course in international negotiating : planning and by Jeffrey Curry

By Jeffrey Curry

Brief path books are written from a world standpoint for a world viewers.

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The cargo arrived in South America without damage and well within my customer’s time parameters. Successful, quick, and telephonic negotiations. Mr. Greifenhagen is a sales manager for an international freight forwarder. INITIATING NEGOTIATIONS 29 The Value of Patience Patience comes in many forms and it is a required quality for any and all people working in international business negotiations. As mentioned at the beginning of this text, the word negotiation derives from the Latin for “deny leisure” but this is not to imply that there are not times when little is happening.

My customer had requested to use a South-American shipping line, but it was discovered that this line could not provide us with the equipment necessary to load the cargo. This shipping line was using noncontainerized, “break bulk” vessels. Because the shipping line did not allow us to load the cargo on deck, the freight charges were going to skyrocket—unacceptable. More phone negotiations ensued, and I found a container line that provided us with a guarantee that the cargo would be professionally lashed and secured, thereby eliminating the liability for damages due to nonseaworthy loading.

FLIGHTS, GROUND TRANSPORT AND TRAFFIC Airlines spend considerable advertising funds to show business travelers that they can provide comfort and relaxation at 35,000 feet. Business class was invented on international flights to appeal to the types of people that take part in negotiations. Even a good intercontinental flight can be exhausting, so it is wise to invest in the most comfortable flight possible. Budgets may preclude first-class travel and even business class can be pricey on transoceanic travel.

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