Artykuły dot. negocjacji

Examples of cultural differences – European countries

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base  / Cultural differneces – Europe

Examples of cultural differences – European countries

In this article I will outline several characteristic traits emerging from cultural differences, which we will come across when negotiation with four sample nations. The French First and most important skill in negotiations with the French is knowing their language fluently. This is one thing which can rule us out of the game. However, if we represent a company which has offices in France, this argument could be very useful in getting them to want to negotiate at all. Secondly, being punctual is important. Failure to respect our partner’s time can even lead to calling off the negotiations. Generally, the French are strictly interest orientated and leave emotions at the door. The German One thing we can be sure of is that a German negotiator has done all their homework and prepared exceptionally well. They will acquire information about us and detailed information about the organization we represent. Moreover, we can expect our partner to have expert industry knowledge and analyze the subject of transaction with scrutiny. If the subject is a product, it should at least match the German quality standards. They are great engineers and expect the same from their suppliers. It is important for them to be approached professionally, including an in-depth needs analyzes. As for the culture, we can expect and should be ready for nothing less than professionalism. High etiquette, being punctual and straight-to-the-point conversations. Great Britain First of all, we should carefully check with whom we will be dealing, because chances are they will not be British. Our partner can turn out to be Scottish or Irish – both would be offended to be called British. Moreover, due to a high number of immigrants, don’t be surprised if our partner will be of a representative of a different country. In such cases, it is a good idea to get to know both cultures, because we don’t know if they have already assimilates a British style, or still have their native one. The British don’t like to inform people a about their lack of decision making power, if that is their case. They easily make an impression of high authority, so it is usually difficult to tell their real plenipotentiary. Secondly, talks on interests are preceded by and followed by small talk, which is why being up to date with the news will be of benefit. The talks about interests are held in a high manner culture. The Italians Naturally informal, open and expressive. Firstly, they love to bargain, especially in the aspect of price. Therefore, be prepared with an adequate first proposition and carefully prepare to explain why the price is what it is. The Italians have a Mediterranean way of being. This means they have an easy-going approach to time and are usually late for meetings. Also, it happens that they reschedule or call off a meeting without informing the participants. They like to talk about their families and the politics, prior to talking about interests. Their emotions can be dynamic, as they go from being calm to loud and expressive in seconds. They tend to make decisions after a lengthy consideration or in the last moment. Variation is an appropriate way to sum-up the Italian style.