Economic negotiations are the process arduous long-lasting. Soviet tanks began the invasion on Afghanistan and transaction in December 1979 r. she was hung.
Negotiations relating to the contracts of venture in the field of the hotel building last in the China 4-5 years, and more far 2-3 the building of the object absorbs years. The foreign contracts of venture were hung after the massacre on the Square Tiananmen or foreign businessmen were also forced to the departure because of the safety. They stood up in the result of these events the emptiness gigantic office buildings waiting on occupants.
In the hotels which could be proud the largest success it was in 1990 r. occupied 30% rooms in the period of the touristy top. Nobody could foresee such development of events 6-8 years earlier, when begin this negotiations. Moreover, only one from 30 contracts of venture contained in the China comes in the phase of realizes, and only 30% signed of the contracts of venture brings certain results in the figure of the economic activity. The sentence Dawson, the process of economic negotiations runs in three stages.

Stage I. We learn their negotiation position, that is - they what demand from us. We do not propose concessions in no time earlier.
Stage II. We win information - the problem about which nobody told us earlier can for exist.
Stage III. Aiming to the compromise we negotiate, , that is we wonder what we can give not expose oneself on losses, and let them second side „to keep the face”.
The principles of the negotiation do not also undergo the changes - and these the most important, principal, and these of the borderland of tricks.

Dawson recommends:
- discover first, what’s the matter the enemy, and you will win superiority,
- read the whole contract, every time he will hit on your desk, and is not successful to introduce nobody ordinate postscripts,
- be this, which he makes a list the contract, and is safe and (but and the hold below the belt) you will gain the opportunity to introduce small supplements on one’s advantage which you will have to renegotiate before the signature of the contract to only
- don’t never change the offer, probably that in the answer on counteroffer (do this on writing),
- remember about the strength of the written word - credibility enlarges, even text on this did not even deserve.
Negotiations can be hard, but you should always be fair.
Forget about the credit of the confidence or credibility in the opposite time better, and this marks that you will happen the problem for your company. It is known what this threatens. He the negotiator proper justification should now to is winning for every price, but the desire of the conviction oneself, he how good is on his field.

What testifies about this that we led negotiations well? This is determinants:
- they felt both sides winners,
- the side caring about the partner businesses,
- disputes related to the object of the negotiation, and not persons participating,
- they feel that the partner will warn the conditions of the contract both sides, and common businesses want to continue.

Can the stages of the negotiations process formulations more in detail. We receive such elements of strategic trade negotiations then:
1. Preparation to negotiation (the negotiators selection, the preparation of the place of conversations, the partner recognition);
2. Openly conversations;
3. The performance of sides and proposal;
4. The reason of positions;
5. Disappearing the negotiation;
6. The analysis of effects;
7. Beginning of the stage of the realization.