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1、Negotiationsareusedasmeansofdecidingthetermsbywhichacompanymayinitiate,carryon,orterminateoperationsinaforeigncountry.Theyhavebeenextendedtootheroperatingarrangements,suchaslicensingagreements,debtrepayment,andlarge-scaleexportsales.Thesalescontractoffers
2、guidelinesfortheinternationalbusinesspractice.Butbeforeabusinesscontractisconcluded,muchworkhastobedoneinbusinessnegotiation.Andbeforeweundergobusinessnegotiation,wealsoneedtomakesomepreparations.1PreparationbeforeBusinessNegotiationBeforebusinessnegotiat
3、iontakesplace,thesellershouldmakecarefulpreparations.First,heneedstomakemanyinvestigationsabouttheinternationalmarket.Heistoinvestigatethemarketofhistargetcountry,thatis,thecountrytowhichheintendstoexporthiscommodities.Differentcountrieshavedifferentpolit
4、icalsystems,differenteconomicandbusinesssituations,anddifferentcustomsandpreferences.Itisnecessarytoknowsomethingaboutthem.Theexportershouldalsoknowsomethingaboutthemarketofthecommoditiestowhichhewantstoexport.Heneedstoknowifhiscommoditiescanhavegoodinter
5、nationalmarket,andhowmuchhemayofferforthegoodsheintendstoexport.Further,hehastomakesomeinvestigationsabouthiscustomerssoastoknowhisscope,hiscapabilityofbusinessoperation,hiscreditstatus,etc.Thentheselleristomakecarefulmarketingplans.Insodoing,heshouldhave
6、agoodunderstandingofthegoodshewantstoexport,suchasthequantityhecansupply,thequality,varieties,necessarytechnology,storage,transportationandothersabouthisgoods.Also,heshouldmakesurewhetherhecanhavethepermissionofthegovernmentfortheexportofhisgoods.Ifthegoo
7、dsheintendstoexportareunderthegovernmentcontrol,heshouldmakesurewhetherhehastherequiredexportquotaandlicense.Withsuchinformation,heundertakestomakehismarketingplan.Theplanshouldbesomadeastotellpeoplethedomesticsupply,thedemandofinternationalmarket,thetarg
8、etcountryorcountries,thecustomers,thetradingmethodstobeadopted,priceofthegoods,paymenttermsandanticipatedprofit,etc..Further,theexporterusuallymustdosomepopularizationsoastohavebusinesscontacts.Hecandosobycreatingad
