180
A SHORT COURSE IN INTERNATIONAL NEGOTIATING
been criticized by some Americans as an impediment to U.S. businesses whose competition does not face similar restrictions in the global marketplace. g e t - o u t - o f - d o d g e A hasty retreat. An American “Wild West” term to describe a quick and usually clandestine exodus from a country (Dodge is a small city) where talks have soured and the threat of violence or incarceration is very real. Some negotiators hold dual or duplicate passports to facilitate such exits from politically, socially, and economically unstable countries. g l a d h a n d i n g The effusive greeting of counterparts with overblown handshakes and flowery language. Glad handing is often a front for those with little to offer at the negotiating table. It can denotes a level of insincerity that politicians generally exhibit when accompanying overseas commercial junkets. g o - b e t w e e n An intermediary employed by foreign firms for the purpose of gaining contacts, language ability, or knowledge of local business practices. A go-between can be effectively used by either side in a negotiation to help smooth over a variety of social, political, and business issues. h a r m o n y The good personal relations between two sides of a business transaction. (Commonly used term in Asia.) h e a d s u p A warning or advice given to negotiators to be on the look out for a counterpart’s action or potential reaction. Researchers and cultural consultants should issue these before and during negotiations. h i d d e n a g e n d a Undisclosed intentions or issues. h o m e t u r f a d v a n t a g e The advantage that comes from being in one’s own cultural, economic, or geographic landscape, usually as the host. It does not always indicate that the host is working in his or her native country. Visiting the facilities of a counterpart’s overseas subsidiary located in your country may still actually cause you to perform as if you were in someone else’s “home turf.”
h o n c h o From the Japanese “han cho,” it means group leader and generally refers to a strong leader with a high level of command capability. Many negotiating teams disguise the identity of their honcho, the ultimate decision maker. i n s i d e r An employee or other individual who is privy to special financial or technical information not made available to the public. i n t e r m e d i a r y An individual or firm that acts as a go-between for two companies seeking to do business. An intermediary often arranges for the preliminary meetings that lead to serious negotiations. Companies must be careful of whom they select for intermediaries as many do not have the connections or expertise they say they have. See also: g o - b e t w e e n . j o i n t v e n t u r e ( J V ) An agreement by two companies, typically one foreign and one domestic to work together for mutual benefit with specific ownership percentages specified in a long-term contract. The terms of some joint venture deals are regulated heavily by governments as to limits of foreign ownership and the minimum amounts of money or assets invested. k i c k b a c k A secret commission paid to an individual (usually illegally) to secure a contract. l a y - i t - o n - t h e - t a b l e To speak directly about circumstances, to tell the facts about a situation. letter of introduction (loi) A statement, often by a third party, in letter form, that briefly profiles a company with an eye toward doing business together. When written by a third party it will take on the form of a recommendation. Some societies will not consider doing business with foreign firms without the submittal of an LOI. l e v e l p l a y i n g f i e l d An environment where everyone plays (sports or business) by the same rules and where the winner wins on merit. l i p s e r v i c e To support something in words but not in actions. Simply implies
