Minimizing risks, maximizing negotiations

How much money was left on the table? How does one minimize risk in complex cross-cultural negotiations? How can you anticipate the other side's moves?

"The answer to these questions will determine the winners and losers in our globalized marketplace," stressed Michael Hudson, CEO and negotiation strategist of ENS International.

With increasingly complex trade and investment flows across the world, the art of negotiation continues to be crucial to business success, especially in China.

"As any Beijing Olympian will tell you, you need a good 'coach'. So do the most successful international companies. Well-informed companies enlist the services of specialist negotiation firms to work with their people so that they are even better at negotiating," said Hudson.

Hudson's comments come from 30 years experience in cross-cultural negotiations. The company combines a depth and breadth of expertise with a practical influencing and negotiating model for improved performance and enhanced outcomes for its clients.

ENS first worked in China in 1981, helping a client negotiate an investment in a regional manufacturing facility.

"We now have 50 consultants across the globe and have worked with leading multinational organizations in 57 countries," Hudson explained. "We help clients achieve better outcomes while they develop improved relationships," he added.

As trade and investment increase between China and the rest of the world, negotiation risks also increase. www.negotiate.org

(China Daily 08/07/2008 page40)