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QFD 14_International Management Perspectives

QFD 14_International Management Perspectives

Q QFD 13 1. Discuss the steps in the negotiation process. Which step is at the heart of the process and why? 2. What is the Whorf hypothesis? Explain its relevance to international business.

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Negotiation is one of the most important steps in the whole supply chain management and procurement process. Negotiation includes planning, reviewing and analysing which the seller and the buyer applies which leads to the mutually beneficial agreement. Negotiation includes preparation, face to face discussion or discussion over the phone and finally summary of all the steps. Preparation needs proper planning which is followed by defining proper ground rules. This