Cross Cultural Negotiations

Home
>
Negotiation
>
Cross Cultural Negotiations

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors.

There is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financially attractive it will succeed. However, this is a naïve way of approaching international business.

Let us look at a brief example of how cross cultural negotiation training can benefit the international business person:

There are two negotiators dealing with the same potential client in the Middle East. Both have identical proposals and packages. One ignores the importance of cross cultural negotiation training believing the proposal will speak for itself. The other undertakes some cross cultural training. He/she learns about the culture, values, beliefs, etiquette and approaches to business, meetings and negotiations. Nine times out of ten the latter will succeed over the rival.

This is because 1) it is likely they would have endeared themselves more to the host negotiation team and 2) they would be able to tailor their approach to the negotiations in a way that maximises the potential of a positive outcome.

Cross cultural negotiations is about more than just how foreigners close deals. It involves looking at all factors that can influence the proceedings. By way of highlighting this, a few brief examples of topics covered in cross cultural negotiation training shall be offered.

Eye Contact : In the US, UK and much of northern Europe, strong, direct eye contact conveys confidence and sincerity. In South America it is a sign of trustworthiness. However, in some cultures such as the Japanese, prolonged eye contact is considered rude and is generally avoided.

Personal Space & Touch: In Europe and North America, business people will usually leave a certain amount of distance between themselves when interacting. Touching only takes place between friends. In South America or the Middle East, business people are tactile and like to get up close. In Japan or China, it is not uncommon for people to leave a gap of four feet when conversing. Touching only takes place between close friends and family members.

Time: Western societies are very 'clock conscious'. Time is money and punctuality is crucial. This is also the case in countries such as Japan or China where being late would be taken as an insult. However, in South America, southern Europe and the Middle East, being on time for a meeting does not carry the same sense of urgency.

Meeting & Greeting: most international business people meet with a handshake. In some countries this is not appropriate between genders. Some may view a weak handshake as sign of weakness whereas others would perceive a firm handshake as aggressive. How should people be addressed? Is it by first name, surname or title? Is small talk part of the proceedings or not?

Gift-Giving: In Japan and China gift-giving is an integral part of business protocol however in the US or UK, it has negative connotations. Where gifts are exchanged should one give lavish gifts? Are they always reciprocated? Should they be wrapped? Are there numbers or colours that should be avoided?

All the above in one way or another will impact cross cultural negotiation and can only be learnt through cross cultural training. Doing or saying the wrong thing at the wrong time, poor communication and cross cultural misunderstandings can all have harmful consequences.

Cross cultural negotiation training builds its foundations upon understanding etiquettes and approaches to business abroad before focusing on cross cultural differences in negotiation styles and techniques.

There are three interconnected aspects that need to be considered before entering into cross cultural negotiation.

The Basis of the Relationship: in much of Europe and North America, business is contractual in nature. Personal relationships are seen as unhealthy as they can cloud objectivity and lead to complications. In South America and much of Asia, business is personal. Partnerships will only be made with those they know, trust and feel comfortable with. It is therefore necessary to invest in relationship building before conducting business.

Information at Negotiations: Western business culture places emphasis on clearly presented and rationally argued business proposals using statistics and facts. Other business cultures rely on similar information but with differences. For example, visual and oral communicators such as the South Americans may prefer information presented through speech or using maps, graphs and charts.

Negotiation Styles: the way in which we approach negotiation differs across cultures. For example, in the Middle East rather than approaching topics sequentially negotiators may discuss issues simultaneously.

South Americans can become quite vocal and animated. The Japanese will negotiate in teams and decisions will be based upon consensual agreement. In Asia, decisions are usually made by the most senior figure or head of a family. In China, negotiators are highly trained in the art of gaining concessions. In Germany, decisions can take a long time due to the need to analyse information and statistics in great depth. In the UK, pressure tactics and imposing deadlines are ways of closing deals whilst in Greece this would backfire.

Clearly there are many factors that need to be considered when approaching cross cultural negotiation. Through cross cultural negotiation training, business personnel are given the appropriate knowledge that can help them prepare their presentations and sales pitches effectively. By tailoring your behaviour and the way you approach the negotiation you will succeed in maximising your potential.

Neil Payne is Managing Director of Kwintessential. Visit their site at: http://www.kwint essential.co.uk/cross-cultural/cross-cultural-awareness.html

In The News:

Yahoo! News: Top Stories

Rice arrives in India in wake of Mumbai attacks (AP)

AP - Secretary of State Condoleezza Rice arrived in New Delhi on Wednesday as part of a U.S. effort to ease tensions in the region after a three-day terrorist attack killed 171 people in India's financial capital.

Georgia Sen. Chambliss wins re-election in runoff (AP)

AP - Georgia Republican Sen. Saxby Chambliss handed the GOP a firewall against Democrats eager to flex their newfound political muscle in Washington, winning a bruising runoff battle Tuesday night that had captured the national limelight.

Gates: Military looks to accelerate Iraq pullout (AP)

AP - Defense Secretary Robert Gates signaled a willingness Tuesday to forge ahead with two key priorities for the incoming Obama administration: accelerating the U.S. withdrawal from Iraq and shutting down the Guantanamo Bay detention center.

Auditors fault Treasury oversight of bailout funds (AP)

AP - The government must toughen its monitoring of the $700 billion financial bailout to ensure that banking institutions limit their top executives' pay and comply with other restrictions, federal auditors said Tuesday in the first comprehensive review of the rescue package.

2 arrested in alleged torture of teen, who escaped (AP)

AP - A Girl Scout leader and her husband were arrested after an emaciated, terrified and nearly naked 17-year-old showed up at a gym with a chain locked to his ankle, saying he had just fled his captors, authorities said Tuesday.

Divorce rate increases in Marine Corps, Army (AP)

AP - The divorce rate among soldiers and Marines increased last year as military marriages suffered continuing stress from America's two ongoing wars. There were an estimated 10,200 failed marriages in the active duty Army and 3,077 among Marines, according to figures obtained by The Associated Press for the budget year ended Sept. 30.

Newly released Nixon-era memo shows aides dishing dirt on critics (AP)

AP - In Richard Nixon's time, all the president's men fretted about threats on every front: disquiet out on the streets, disloyalty inside the administration and trouble from political opponents who had to be discredited at any cost.

Study flunks 49 states in college affordability (AP)

AP - An independent report on American higher education flunks all but one state when it comes to affordability Â— an embarrassing verdict that is unlikely to improve as the economy contracts.

American folk music legend Odetta dies at 77 (AP)

AP - Odetta, the folk singer with the powerful voice who moved audiences and influenced fellow musicians for a half-century, has died. She was 77.

Murphy's tip in lifts Pacers over Lakers, 118-117 (AP)

AP - Danny Granger scored 32 points and led Indiana back from a 15-point fourth-quarter deficit, and Troy Murphy tipped in a missed shot at the buzzer to complete an improbable 118-117 victory over the Los Angeles Lakers on Tuesday night.

Rice arrives in India to ease tension with Pakistan (Reuters)

Reuters - Secretary of State Condoleezza Rice arrived in New Delhi on Wednesday as part of urgent U.S. efforts to ease tension between India and Pakistan that has surged over the Mumbai attacks.

South Korea steps up crisis fight (Reuters)

Reuters - South Korea moved on Wednesday to help local banks through a cash crunch gripping the global financial system as central banks around the world were expected to cut interest rates again to support their fast flagging economies.

Automakers' desperate bailout plea gaining support (Reuters)

Reuters - A top lawmaker predicted Washington would approve a bailout for U.S. automakers after they submitted survival plans, and General Motors Corp and Chrysler LLC said they needed an immediate infusion of cash to avoid failures.

Obama wrapping up cabinet picks with Richardson (Reuters)

Reuters - President-elect Barack Obama moved swiftly toward wrapping up his cabinet appointments on Wednesday with the selection of rival-turned-supporter Bill Richardson as secretary of commerce.

Republicans win crucial Georgia Senate seat (Reuters)

Reuters - Republican Sen. Saxby Chambliss easily won a run-off election in Georgia on Tuesday, denying Democrats the chance for a 60-seat "super majority" in the Senate that would have enabled them to pass legislation virtually at will.

Pentagon chief Gates backs Obama Iraq policy (Reuters)

Reuters - U.S. Defense Secretary Robert Gates, who will stay on under Barack Obama, said on Tuesday he supported the president-elect's Iraq policy but declined to back his proposed timetable for the withdrawal of U.S. forces.

Oil rises more than $1 (Reuters)

Reuters - Oil rose toward $48 a barrel on Wednesday, recovering from a tumble of more than $100 off July peaks, but the upside could be limited, with further signs of weakening oil demand expected in upcoming weekly U.S. oil data.

Clinton for a Clinton? Senate guessing game begins (Reuters)

Reuters - New York Gov. David Paterson has famous names to choose from in picking a replacement for Sen. Hillary Clinton, including a Kennedy, a Cuomo and even another Clinton, as in the former president of the United States.

Thai protesters abandon airports as flights due in (AFP)

AFP - Hundreds of anti-government protesters packed up and left Bangkok's airports on Wednesday after a crippling siege, as authorities assured angry tourists that flights would resume within 24 hours.

Rice arrives in India after Mumbai attacks (AFP)

AFP - US Secretary of State Condoleezza Rice arrived in New Delhi Wednesday to try and ease India-Pakistan tensions over the Mumbai attacks, as US intelligence blamed a Pakistan-based militant group.

Cross Cultural Negotiations

Negotiation Negotiation