Your Guideline for Successful First Time Cross Cultural Negotiations in Any Culture
November 7, 2009 by Leadership Development & Management Tips
Filed under Team Building, Executive Coaching & Negotiation Skills
Do you have an international sales negotiation coming up? Are you nervous about how it will go?
Most people don’t give much thought to the actual cross cultural communication process prior to their first real cross cultural negotiation. They get obsessed with secondary details.
Cross Cultural Negotiation Skills
Imagine you are in a long line of people waiting for a taxi at the busy Paris airport. With people swarming everywhere. The noise of the street traffic competing with the noise from the airplanes in the background.
And then you hear such a large commotion, right up at the front of your taxi line. You think it is yet another bomb scare and crane your neck to get a closer look with your bags in your hands ready to move. But out of the confusion you hear laughter.
What happened?
It was only someone who began to try bargaining the price of his ride before he got inside the taxi…with a Parisian taxi driver. The tension breaks as a ripple of laughter mixed with annoyance runs down the taxi line.
It is an old story. But it does highlight cultural differences in negotiation very well.
Different Cultures Have Different Negotiation Practices
Negotiation practices differ from country to country. Some cultures expect clients to negotiate over things that would be totally unacceptable in other countries. Some cultures get upset or angry by things that are totally acceptable in other cultures.
Different cultures simply have different approaches when it comes to negotiation.
This can be intimidating when you travel to a new country to negotiate for business.
And even more so if it is your first time.
It is important to know what is culturally expected of you when it comes to negotiation.
If you are just starting out in developing your international markets, it is wise to do some homework and identify the standard expected negotiating habits in the country you are travelling to.
No matter how much research you do prior to your first cross cultural negotiation communication road blocks can easily come up. This is even more likely if your negotiation is taking place in a foreign environment to what you are used to.
So it is even more important to develop skills to ride through communication hurdles.
A Beginners Guideline
Prior to your first cross cultural negotiation give some thought on how you will keep on track.
Here is a guideline to help beginners.
If you find yourself on your own in a country where negotiation practices are different to your own, there is a strategy to follow.
Prior To Your Negotiations
Do your research on what will be expected of you. Define your schedule, and what you are expected to wear and bring. If you are a woman, be sure to verify standard practices beforehand.
Are there any standard culturally specific negotiating practices? Remember to ask for advice prior to cross-cultural negotiations.
If you feel you will be in a different environment than you are used to you have two options to consider:
Hire local representation. Some large multi-national companies hire local company representatives to facilitate all business procedures in certain countries in the Middle East and the Far East.
Arrange for a local third party to accompany you. Look for someone who can tell you if you are making any cultural blunders. This will give you a certain peace of mind.
Prior research helps, but even so, it is not always easy. You will also need to keep your own behavior and attitudes turned towards your negotiation.
This is where the following 8 points are important.
Best Practices During Your First Cross Cultural Negotiation
Ask and find out what is expected of you.
Explain that you are looking forward to the business opportunities open to both of you.
Explain that this is your first trip and you have not done business in their country before.
State your good will and that you do not mean to do anything awkward.
Ask to be told or shown what to do.
Apologize if you do or say something that seems to be out of place.
Continue to show your desire to proceed in the negotiations.
Continue to say that your look forward to doing business with them and learning more about their culture.
Keep this guideline in mind during your negotiations.
Remain constantly aware of your environment so you can implement any of these points if needed.
Use each point appropriately when needed.
Do not go overboard. Overly stating your enthusiasm or apologizing incessantly can be destructive to your negotiations in some cultures.
Use this guideline as a gentle reminder to stay tuned to where the other party is at. If you feel in any way that you need to refer to one of the points above, do so, and continue your negotiation.
Cross cultural communication is a process where you adjust your communication a little and learn to meet another culture in the area where you both feel comfortable. It is about knowing when to ask discretely for feedback to make sure you are all on the same path.
Your first cross cultural negotiation will simply be a first step in the process of adjusting to another culture. Your cross cultural communication skills improve with practice.
Follow these guidelines for your first cross cultural negotiation and you will not make people laugh.
Thanks to Cindy King for contributing this article to our Leadership Development blog:
Most people don’t give much thought to the actual cross cultural communication process prior to their first real cross cultural negotiation. They get obsessed with secondary details.
Cross Cultural Negotiation Skills
Imagine you are in a long line of people waiting for a taxi at the busy Paris airport. With people swarming everywhere. The noise of the street traffic competing with the noise from the airplanes in the background.
And then you hear such a large commotion, right up at the front of your taxi line. You think it is yet another bomb scare and crane your neck to get a closer look with your bags in your hands ready to move. But out of the confusion you hear laughter.
What happened?
It was only someone who began to try bargaining the price of his ride before he got inside the taxi…with a Parisian taxi driver. The tension breaks as a ripple of laughter mixed with annoyance runs down the taxi line.
It is an old story. But it does highlight cultural differences in negotiation very well.
Different Cultures Have Different Negotiation Practices
Negotiation practices differ from country to country. Some cultures expect clients to negotiate over things that would be totally unacceptable in other countries. Some cultures get upset or angry by things that are totally acceptable in other cultures.
Different cultures simply have different approaches when it comes to negotiation.
This can be intimidating when you travel to a new country to negotiate for business.
And even more so if it is your first time.
It is important to know what is culturally expected of you when it comes to negotiation.
If you are just starting out in developing your international markets, it is wise to do some homework and identify the standard expected negotiating habits in the country you are travelling to.
No matter how much research you do prior to your first cross cultural negotiation communication road blocks can easily come up. This is even more likely if your negotiation is taking place in a foreign environment to what you are used to.
So it is even more important to develop skills to ride through communication hurdles.
A Beginners Guideline
Prior to your first cross cultural negotiation give some thought on how you will keep on track.
Here is a guideline to help beginners.
If you find yourself on your own in a country where negotiation practices are different to your own, there is a strategy to follow.
Prior To Your Negotiations
Do your research on what will be expected of you. Define your schedule, and what you are expected to wear and bring. If you are a woman, be sure to verify standard practices beforehand.
Are there any standard culturally specific negotiating practices? Remember to ask for advice prior to cross-cultural negotiations.
If you feel you will be in a different environment than you are used to you have two options to consider:
Hire local representation. Some large multi-national companies hire local company representatives to facilitate all business procedures in certain countries in the Middle East and the Far East.
Arrange for a local third party to accompany you. Look for someone who can tell you if you are making any cultural blunders. This will give you a certain peace of mind.
Prior research helps, but even so, it is not always easy. You will also need to keep your own behavior and attitudes turned towards your negotiation.
This is where the following 8 points are important.
Best Practices During Your First Cross Cultural Negotiation
Ask and find out what is expected of you.
Explain that you are looking forward to the business opportunities open to both of you.
Explain that this is your first trip and you have not done business in their country before.
State your good will and that you do not mean to do anything awkward.
Ask to be told or shown what to do.
Apologize if you do or say something that seems to be out of place.
Continue to show your desire to proceed in the negotiations.
Continue to say that your look forward to doing business with them and learning more about their culture.
Keep this guideline in mind during your negotiations.
Remain constantly aware of your environment so you can implement any of these points if needed.
Use each point appropriately when needed.
Do not go overboard. Overly stating your enthusiasm or apologizing incessantly can be destructive to your negotiations in some cultures.
Use this guideline as a gentle reminder to stay tuned to where the other party is at. If you feel in any way that you need to refer to one of the points above, do so, and continue your negotiation.
Cross cultural communication is a process where you adjust your communication a little and learn to meet another culture in the area where you both feel comfortable. It is about knowing when to ask discretely for feedback to make sure you are all on the same path.
Your first cross cultural negotiation will simply be a first step in the process of adjusting to another culture. Your cross cultural communication skills improve with practice.
Follow these guidelines for your first cross cultural negotiation and you will not make people laugh.
Thanks to Cindy King for contributing this article to our Leadership Development blog:
Cindy King
Cross-Cultural Marketer & International Sales Specialist
Over 25 years field experience in aligning cultural offers for international sales.
International content strategy
Custom publishing in English to build international markets B2B international lead generation
40km south of Paris, France - GMT+1
Cell: +33 6 98 91 86 11
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Leadership Development Across Different Cultures
July 23, 2009 by Leadership Development & Management Tips
Filed under About Leadership Development
Leadership Development Across Cultures
Everyday, more and more leaders around the world are working with people from countries other than their native country. Federal Express, UPS, Dell, GE, Delta Airlines, HP, IBM, American Express, Motorola, GM, Ford, Microsoft, Google are just a few companies in the United States who work with employees, suppliers, and customers in China, India, Brazil, Ireland, Mexico, Romania, Russia and other places. Often companies will send managers from the United States to manage their offices in foreign countries.
Many of these Americans leaders feel frustrated with their foreign employees. They grumble:
• It’s so difficult to understand their English!
• They don’t understand what I am trying to tell them?
• If they disagree, why don’t they speak up?
• They never look me in the eye when I talk to them, how can I size them up?
• Why can’t they get on with the business first?
• I can never get a straight answer!
Moreover, more foreign companies are establishing their businesses in the United States. Sony, Toyota, Honda, Nissan, Sharp, Panasonic, Toshiba, Hitachi, Mercedes, Volkswagen are considered old timers. Similarly, these Chinese, Korean, British, French, Australian executives working in the United States feel the same frustration with American culture as their American counter parts do in the foreign countries. These leaders complain:
• Why aren’t Americans more humble?
• Why can’t they be less confrontational?
• They are always in a hurry.
• All they want is to talk business.
• They don’t respect our ways.
• Why is the American media so out of control?
Additionally, if there are cultural issues, workers in the United States can feel frustrated with a boss or coworker from the other country. They may feel confused about what they are expected to accomplish, because there is a misunderstanding in either verbal or non verbal communication.
If you want to be effective in achieving business results in this cross cultural environment, offer leadership development opportunities to your employees. Start with the following ideas among many to develop your people:
1. Learn about the cultures of people that you have to interact with. Don’t trust your perceptions or preconceived stereotypes.
• Get a book from a bookstore or your local library. (Geert Hofstede, a well known cross cultural expert, has published a great deal of information about different cultures.)
• Take a cultural class from a college or university.
• Write other countries’ government embassies or cultural associations for information.
• Attend cultural events. Observe how other people respond to each other. Do they shake hands or bow? Do they look at each other or divert their eyes. What is considered appropriate personal space when talking?
• Spend time with someone from another culture. Don’t judge. Listen and be open to differences. You’ll be surprised how much more you’ll understand their perspective and the enjoyment you’ll gain.
2. Give extra time and effort when communicating. This step will help to minimize misunderstanding.
• Speak clearly, distinctly, and calmly. Don’t raise your voice, the other person can probably hear just fine.
• Ask for a confirmation of the message you transmitted. Good communication skills are crucial.
• Ensure that your message is received as you intended and it is understood.
• Limit using colloquialisms or slang terms. These can be confusing to someone who hasn’t live here very long.
3. Don’t give-up. With a good understanding of the cultural values of those people you lead and work with, you will be able to adjust your behavior and approach in your interaction with other cultures.
• Personal leadership development is about taking small steps towards improvement. Continually make adjustments, and when it works, try more.
• Ask for help and don’t be afraid to apologize for mistakes. People generally are appreciative that you are trying to understand them.
• Be consistent. The more you work on your approach, the better chance you have of becoming highly successful in your interactions with other cultures.
When you begin to see positive results from your new leadership approach, old stereotypes and perceptions of those cultures will be replaced not only personally but organization wide. You will find it easier for yourself and others to understand and respect the different cultures. One advantage, of course, will be improved productivity, communication skills, and teamwork within the organization. However and maybe more importantly, tensions between cultures can be used effectively in active discussions to lead to new innovative processes and systems. And as you begin to value cultural differences, you will find that these differences actually add to the success of your organization in a global marketplace.
CMOE has been assisting global organization with Leadership Development initiatives for 30 years. We invite you to learn more about how CMOE can help with your leadership training and development needs. Contact us at 888-262-2499 or email info@cmoe.com
Thanks to 10x Marketing for contributing this article to our Leadership Development blog:
Everyday, more and more leaders around the world are working with people from countries other than their native country. Federal Express, UPS, Dell, GE, Delta Airlines, HP, IBM, American Express, Motorola, GM, Ford, Microsoft, Google are just a few companies in the United States who work with employees, suppliers, and customers in China, India, Brazil, Ireland, Mexico, Romania, Russia and other places. Often companies will send managers from the United States to manage their offices in foreign countries.
Many of these Americans leaders feel frustrated with their foreign employees. They grumble:
• It’s so difficult to understand their English!
• They don’t understand what I am trying to tell them?
• If they disagree, why don’t they speak up?
• They never look me in the eye when I talk to them, how can I size them up?
• Why can’t they get on with the business first?
• I can never get a straight answer!
Moreover, more foreign companies are establishing their businesses in the United States. Sony, Toyota, Honda, Nissan, Sharp, Panasonic, Toshiba, Hitachi, Mercedes, Volkswagen are considered old timers. Similarly, these Chinese, Korean, British, French, Australian executives working in the United States feel the same frustration with American culture as their American counter parts do in the foreign countries. These leaders complain:
• Why aren’t Americans more humble?
• Why can’t they be less confrontational?
• They are always in a hurry.
• All they want is to talk business.
• They don’t respect our ways.
• Why is the American media so out of control?
Additionally, if there are cultural issues, workers in the United States can feel frustrated with a boss or coworker from the other country. They may feel confused about what they are expected to accomplish, because there is a misunderstanding in either verbal or non verbal communication.
If you want to be effective in achieving business results in this cross cultural environment, offer leadership development opportunities to your employees. Start with the following ideas among many to develop your people:
1. Learn about the cultures of people that you have to interact with. Don’t trust your perceptions or preconceived stereotypes.
• Get a book from a bookstore or your local library. (Geert Hofstede, a well known cross cultural expert, has published a great deal of information about different cultures.)
• Take a cultural class from a college or university.
• Write other countries’ government embassies or cultural associations for information.
• Attend cultural events. Observe how other people respond to each other. Do they shake hands or bow? Do they look at each other or divert their eyes. What is considered appropriate personal space when talking?
• Spend time with someone from another culture. Don’t judge. Listen and be open to differences. You’ll be surprised how much more you’ll understand their perspective and the enjoyment you’ll gain.
2. Give extra time and effort when communicating. This step will help to minimize misunderstanding.
• Speak clearly, distinctly, and calmly. Don’t raise your voice, the other person can probably hear just fine.
• Ask for a confirmation of the message you transmitted. Good communication skills are crucial.
• Ensure that your message is received as you intended and it is understood.
• Limit using colloquialisms or slang terms. These can be confusing to someone who hasn’t live here very long.
3. Don’t give-up. With a good understanding of the cultural values of those people you lead and work with, you will be able to adjust your behavior and approach in your interaction with other cultures.
• Personal leadership development is about taking small steps towards improvement. Continually make adjustments, and when it works, try more.
• Ask for help and don’t be afraid to apologize for mistakes. People generally are appreciative that you are trying to understand them.
• Be consistent. The more you work on your approach, the better chance you have of becoming highly successful in your interactions with other cultures.
When you begin to see positive results from your new leadership approach, old stereotypes and perceptions of those cultures will be replaced not only personally but organization wide. You will find it easier for yourself and others to understand and respect the different cultures. One advantage, of course, will be improved productivity, communication skills, and teamwork within the organization. However and maybe more importantly, tensions between cultures can be used effectively in active discussions to lead to new innovative processes and systems. And as you begin to value cultural differences, you will find that these differences actually add to the success of your organization in a global marketplace.
CMOE has been assisting global organization with Leadership Development initiatives for 30 years. We invite you to learn more about how CMOE can help with your leadership training and development needs. Contact us at 888-262-2499 or email info@cmoe.com
Thanks to 10x Marketing for contributing this article to our Leadership Development blog:
Marco Chan is a consultant for CMOE and a leading authority on leadership development in a global economy. Marco has implemented several global education programs for companies such as FedEx, Formosa, and Barclays Global Investors. To learn about how subject matter experts can assist your global leadership development needs, please contact CMOE at 888-262-2499 or email info@cmoe.com.
