Globalization inserts all countries in a dynamic market with new forms of management, marked by the great interdependence of its agents.
In this new scenario, it does not serve to stagnate in traditionalist customs and ideas typical of each region. This does not help to achieve the best intercultural trade agreements.
The following writing arises from the need of executives and businessmen to take the real weight of the advancement of Internet intelligence and to improve the development of virtual relationships and negotiations.
The objective is to obtain from the practice of these, the best results proposed in the short, medium and long term, maintaining a permanent and stable participation in increasingly competitive and highly technological markets.
The benefits of commercial exchange between companies from different countries have depended on the creativity and improvisation of their representatives in business meetings, due to little knowledge of the language and ways of communicating with their peers from distant lands.
This is accepted to the extent that before the Internet there has not been a great facility to communicate or find information about the immensity of business opportunities that actually exist.
The security to interact and negotiate on the network depends on three important points:
- The quantity and quality of relevant information that you have Credibility in realistic and convincing expositions that are prepared to face suppliers, clients or competition through the Internet Being up-to-date with technology and constantly learning virtual negotiation strategies and techniques.
In addition to the above, efficiency is also found in executives and decision makers, prepared for any difficulties that may arise in the exchange of ideas at the virtual negotiating table. Mainly from the knowledge that one has of the capacities and limitations (own and of the other) apart from the technological platform with which it is counted.
The long-term positive balance in virtual agreements brings with it a growth in the professional capacity of the person who first makes the decision to know the scope of the negotiations on the Internet.
Skills are developed to make the right decisions using the technological resources available, therefore it gives added value to your person who cares about being up-to-date with virtual communication tools.
The concept we arrive at and where we must focus our position to negotiate is Virtual Credibility.
This credibility is the hallmark of success coming from the recognition and reliability of our record of good deals across the network.
Structure of a virtual negotiation:
If many personal negotiations do not follow an action plan or agenda (although it is a good idea to have an agenda in formal negotiations), even less does Internet negotiations follow. Instead of interacting personally, the parties exchange arguments, proposals and commitments following virtual patterns. Simulating pre-established scenarios do not depend on the real situation, which makes personal negotiations more or less spontaneous.
Following the above, we can establish four concepts present in any virtual negotiation process that will demarcate a certain order:
We first have the problem to solve that arises at any time of the day, with anyone and anywhere in the world, then invariably when we find ourselves in a virtual medium such as the Internet, we must relate to tools such as e-mail and locate any resource of any nature that is in turn on the same network to solve the problem.
To solve the problem, we must define a process that involves collecting relevant data and information, determining common standards and criteria. Then, develop, contrast and negotiate ideas achieving fair solutions and with the maximum benefit for the parties that guarantee a long-term relationship.
Taking into consideration that any written and sent message can be considered by the receiver as a "legal", "historical" and "binding" document, when a good agreement is reached on the criteria of virtual negotiation, it is easy to determine the guideline to be followed in the future in the process, because on the Internet there is a record of everything one does and writes.
It is important to be clear that a problem refers to rational things and emotions are inherent in human relationships, therefore in virtual negotiation friction due to differences in personality or moods that can occur in personal contact is reduced.
When you want to solve a problem and reach an agreement, you can make concessions that have the disadvantage of being limited, and it is easier through the Internet (the figures are cold. On the other hand, in personal negotiation, you also have to accept the characteristics of the on the other hand, which sometimes gives it a character of unlimited and double work.
To understand the effects of the Internet on Globalization and international trade, we must first know how negotiations are conducted today, we must accept that personal relationships are giving way to virtual relationships.
The strengths of the virtual medium to communicate and reach agreements are focused on reducing costs to find contacts (suppliers, buyers, distributors, etc.), present proposals, close agreements, pre-agreements and provide the other party with all the information that it requires. to reduce the uncertainty about who is giving it to you, from anywhere in the world.
Organizations today depend to a large extent on the good management that their executives have of the main and fastest Internet tool such as email.
It is important to pay adequate attention to each message, received or sent, and to evaluate in particular the possible effects of the messages themselves on the company's situation vis-à-vis its competitors or the market.
A clear definition of controls that allow measuring the achievement of objectives and goals will help to develop a communication, message or proposal-service with greater added value: For example, it is very useful to attract and retain potential customers in foreign markets through e -marketing.
- Access to international markets is streamlined. Target market data is increased. Segmentation and positioning. Suitable Promotional Mix. Direct Marketing according to different profiles in different places. Ease of Communication strategies in Foreign Trade. Rapid image positioning in international markets. Effective communication to penetrate new markets through information exchange at International Fairs and Exhibitions.
Virtual Negotiation and Location
However the foregoing, some companies must be backed by their virtual business card called Web. It is not possible to be sending complete information in emails every time we want to communicate our existence in the market and explain the support we have to offer or require something.
The webpage or website is the complement of the e-mail to negotiate, it is our remote presentation folder or our prop to demonstrate experience, capacity, clients, corporate colors and language, which show our interlocutor our basis to ask or demand agreement to our need, considering in turn the customs in their culture and expressions in their language. Two scopes:
- Guidance in the use, development and hosting of your website as a means to negotiate and deliver reliable, global and localized information. The audiovisual tools are used as emotional triggers, complexity and opportunity in the translation into another language and adaptation of your website to the target market.
Electronic Trading
Among the strategies to be developed, the use of information technologies as a tool for doing business in the context of international trade should be promoted. This has increased in the last decade, mainly for micro, small and medium enterprises. Exports of products and services online are increasing day by day, so these new and numerous ways to internationalize products play an essential role for companies.
In this way the size of the companies does not matter, the differences lie in the quality of the product, the services and the seriousness in the fulfillment of the contracts. It is therefore a challenge for companies to adapt and integrate into the international community.
Goals:
Electronic commerce has two strategic objectives that seek to strengthen exporting companies regardless of their size.
- Accelerate the process of incorporation and the use of electronic commerce tools in small and medium-sized exporting companies as an instrument for doing business in the international arena Raise awareness and train the business community to improve the levels of knowledge and management of innovation instruments technology through training in courses, forums and workshops.
The speed of reaction and the reduction in costs in foreign trade, especially in the movement of capital and generally symbolic values, is greater through the use of the Internet, where you interact with a screen, and not with people.
But basically, online negotiations are no different from personal ones, since in both cases you have to plan, make preparations, act with patience, understanding and understanding for the needs of the other party, display persuasive powers and have the ability to solve problems. Three scopes:
- It is negotiated on the Internet as a means to increase the possibilities of sale by prospecting, keeping clients and looking for new business opportunities, in the country or in any other, and may be in English or any other language. The orientation is to training in the construction of emails with a practical structure and use of supporting software such as Adobe to help address the best strategies to negotiate outside the country; involving different language, culture and customs. Business processes should be followed by regularly training executives in strategic negotiation who make decisions, who involve some degree of virtual interaction and who do not have adequate time to plan.
Conclusion:
Faced with new ways of joining the world, as fast as it is through the Internet, new ways of interacting in it also emerge.
Our development and evolution depends on how capable we are of mastering the tools presented by the new virtual technology to transmit information and process the messages that are exchanged on the network.
Knowledge is essential to have a good virtual negotiating position. But the above as long as we know how to find information efficiently and quickly in qualified search engines, intelligently associate it with our ideas and clearly transmit our proposals and decisions.
