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Scenario: The United States wishes to have a military air base in Saudi Arabia. Discuss how you would use the negotiation process to attain the goal of successfully attaining the base. Use the stages of the negotiation process found in the textbook.
The negotiation process comprises five stages, the ordering of which may vary according to the cultural norms (in any event, for most people, relationship building is part of a continuous process): (1) preparation, (2) relationship building, (3) the exchange of task-related information, (4) persuasion, and (5) concessions and agreement.10 Of course, in reality, these are seldom distinct stages but rather tend to overlap; negotiators may also temporarily revert to an earlier stage. With that in mind, it is useful to break down the negotiation process into stages to discuss the issues relevant to each stage and what international managers might expect so that they might manage this process more successfully. These stages are shown in Exhibit 5-2 and discussed in the following sections.
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