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How to prepare for multicultural negotiations?

Negotiator / Knowledge base  / Multicultural – Preparation

Multicultural negotiations – how to prepare?

If you have read about multicultural negotiations then you are probably curious how to prepare for them. In this article I have gathered the answer to that question. Fundaments The most important things stay the same as in every other negotiations. Everything described in the article on preparing for negotiations is true in the multicultural context. Moreover, we should define the crucial elements such as our interests and BATNA with more scrutiny. Why? Because our assertiveness and ability to focus on interests will be put to the test with behaviors which could be completely new for us – it will be easier to make a mistake. Information, information, information Depending on the type of negotiations you will require quality information to swiftly move around on new grounds. In most cases you will need to find out some of the following: international law and partner’s local law; tax systems; political situation; intellectual property protection laws; organization forms laws; contract law depending on the organizational form; fusion and mergers law; important state offices and their procedures. It is also worth finding out what amongst things allowed in our country is forbidden in our partner’s country (to prevent unintended trouble). Depending on the situation, it might be wise to invest in credible information sources – e.g. consultations with high class lawyers and negotiators, who have experience in a desired field. It is good to learn about the culture and most important information about the country or area – e.g. economy, international interests. This will allow us to engage in discussions more easily and show that we are well prepared and know the territory (such a demonstration will also  discourage our partner to use their advantage of knowing the territory to their benefits, if that was their intention). Moreover, get acquainted with typical behaviors of negotiator, which are a result of a cultural context. It is better to know more than less. We want to minimize the amount of surprises resulting from the multicultural environment so that we can focus on the task at hand. Other aspects worth considering Getting to know how etiquette is perceived by our partner’s culture will provide us with information thanks to which we can adapt our clothing and behaviors to local standards. It is in our best interests that our partner understands us the way we intend them to. That’s why it’s wise to consider the differences in precise communication resulting from high- and low-context languages. Even experienced negotiators will occasionally encounter new behaviors in multicultural negotiations. What we don’t know or don’t understand can be a source of frustration. Therefore, it is wise to get into an attitude of calmness. Be willing to show acceptance and communicate precisely.