SESSION VIRTUAL

Companies have realized that there are very large growth opportunities outside the
borders of their countries, but they have also learned that in order to take advantage
of these opportunities, a very deep learning is necessary, since it is not the same to
do business outside their borders, Differences that are presented.

When a company decides to internationalize, that is, to offer its products or services
in a foreign market, it must think how it will make known, how it will adapt its offer,
and how it will get its offer to the final consumers in that foreign market.

The international negotiator implies the handling of foreign investment and the
structure of markets, which occurs between different nations. Therefore, it is
essential that the company has full knowledge of the political situation, the diversity
of markets and risks of the country with which it establishes the business.

The international negotiator must make decisions on:

- They must decide where in the world to establish their activities to minimize costs
and maximize value added.

- Must decide whether it is ethical to abide by the less stringent ecological work and
care standards of many developing countries.

- They must decide how best to coordinate and control the production activities
scattered throughout the world.

- They must decide in which foreign markets they enter and which they avoid. You
must choose the most appropriate entry modalities.

- They must deal with government restrictions on trade and investment.

- They must find the means to work within the limits imposed by the various
governmental institutions.

- They must establish norms to deal with the exchange movements. International
transactions require that money, in the currency of the country of origin, be converted
into the foreign currency and vice versa.

In order to be successful in an international negotiation one must have knowledge

of the cultural and environmental differences, it is also important to understand the
needs of the parties and to achieve a medium point that fits the interests of the same.
With this in mind the international negotiator must be able to adapt to the needs and
demands of the other party without harming himself. Similarly, some factors must be
taken into account in international negotiation, such as the regulatory and political
framework, cultural factors, the expectations of the beneficiary and the international
body, etc.

The keys to an effective international negotiation are the following:

Developing through a series of phased processes, which are: preparation,

development and conclusion.

Maintain a multiple exchange between the different parties (agency, beneficiary,

company or contracting institution).

There is interdependence between the parties.

Prepare to reach an agreement or contract.

Be creative to provide resources that increase the value of what is being negotiated

Colombians negotiate have a series of characteristics that make them different from
the negotiators in other parts of the world, within these characteristics we can find
that Colombians have a tendency to bargain, are usually somewhat informal in the
process and not prepared much earlier Of negotiation (improvise).

Finally, in my personal appreciation, diplomacy is the most important art for

managing international business.