Focusing on the current reality in Czech Republic and Hong Kong, the paper deals with the process of business negotiation and other topics concerning products offered by international student organization AIESEC, offering a comparison of the given markets. AIESEC is presented in the introduction to the thesis, giving a general overview as well as a deeper insight into the Czech and Hong Kong reality in the area of services provided by AIESEC to their corporate partners. A characteristic of Hong Kong follows, describing the geographic, political, economic and cultural specifics of the territory. The focal point of the paper is the analysis of the selling process of AIESEC products, showing the specific characteristics of business negotiation in Hong Kong. The main aspects of the analysis are preparation for a business appointment, usage of presentation materials, participants and place of the appointment, the respective phases of the selling process as well as strategic and tactical issues. In the concluding part of the paper a comparison of the two given countries is drawn, in terms of the sales procedures while offering the specific AIESEC products. A quantitative overview is included, as well as an estimation of the market potential for selling international internships in the respective countries. Furthermore, customer relationship management and cultural specifics are discussed. A SWOT analysis follows, presenting the abovementioned learnings in a structured way.

<p>Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex.</p><p>The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side.</p><p>The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.</p>

Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex. The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side. The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.