Planning for International Negotiations: A Systematic Approach with Asia-North America Illustrations

Steve Weiss

March 02, 2006

Abstract

Success in negotiation, many experts say, depends on good preparation. Yet there is no readily available or widely accepted approach for negotiators to use when they plan. Preparation simply has not received the kind of scholarly attention thus far given to the negotiation process itself. If the experts’ claims are true, negotiation preparation deserves much more consideration.

This presentation describes a distinctive planning process for individuals and teams. Comprehensive and generally applicable, the 6 steps of this approach are based on an empirically grounded framework for negotiation and important findings in negotiation research. The value of the approach for North American and Asian negotiators will be demonstrated.

Speaker

Steve Weiss is a specialist in international business negotiation and tenured associate professor at the Schulich School of Business, York University (Toronto). He has received awards for his teaching and research and over the last 20 years, has provided training and consulting services for business, government and educational organizations around the world. Since 2002, he has also been a visiting professor at HEC School of Management (Paris). Professor Weiss earned his Ph.D. from the University of Pennsylvania and taught there and at New York University’s Stern School of Business before joining the Schulich School in 1991.