Negotiating in a cross-cultural environment is a challenge that catches even seasoned professionals off guard. This article will help you understand what it takes to approach these conversations with confidence. Read it carefully, and you will know what knowledge you need to negotiate successfully across borders.
The Lens of Perception
All of our thoughts are interpretations of reality. Our perception of the world operates through filters that we build throughout our entire lives. Every experience shapes these filters.
If you grew up in a Chinese metropolis, you are likely adapted to viewing society as a collective. If you spent two years working as a software engineer, your capacity for logical thinking is enhanced, and you will apply it more frequently in other areas of life.
Our experiences shape who we are. A negotiator from Vietnam, who spent years in a reality entirely different from a negotiator from Norway, will encounter a whole range of challenges during their negotiation conversation.
We handle cultural differences better when we adopt an attitude of respect and sharpen our communication and listening skills. Accept that every person is different, and that culture has a specific influence on the differences between people.
Read also: Negotiating in Asia
Understand the cultural values, relationship-building norms, and communication styles of Asian partners.
Cultural Diversity
Culture is a heritage of values and customs. It shapes behaviors that you will encounter at the negotiation table. For a negotiator, the most important thing is to understand those behaviors and know how to respond to them.
For example, for an Italian, arriving half an hour late may be perfectly normal, and it would not even occur to them to apologize. For a German, however, being late signals a lack of respect, because it disrupts plans and creates disorder in the schedule.
Familiarize yourself with the characteristic behaviors of negotiators from a given culture so you can build rapport more easily and navigate situations that may feel unfamiliar.
Stereotypes
Stereotypes arise from generalization. There are two reasons why you should not take them to heart:
- Every person is unique, and within any given culture, people differ from one another considerably.
- In many cultures (especially individualistic ones), people do not appreciate being generalized. If you approach someone using stereotypes, it can damage the relationship before it even begins.
Stereotypes are not particularly valuable as a source of knowledge. You are better off learning about cultural differences from specialized literature or experienced professionals. Approach stereotypes with healthy skepticism.
Nonverbal Communication
When communicating in a foreign language with a representative of another culture (especially for the first time), you need a reliable method of communication you can fall back on. Body language provides valuable observations about your partner's behavior, helping you better understand their intentions.
Related: Negotiating in Europe
French, German, British, Italian negotiation styles differ dramatically within Europe alone.
Summary
Cross-cultural negotiation requires openness, respect, and preparation. The key is understanding that your perceptual filters are different from your partner's, and neither set is better or worse.
Quick win: Before your next negotiation with a partner from another culture, spend one hour learning three key business customs of their country. That investment of time will pay off in the first minutes of the meeting.
