Artykuły dot. negocjacji

Multicultural negotiations

Negotiator / Knowledge base  / Multicultural Negotiations

Multicultural negotiations

Negotiations in a multicultural environment are a challenge. This article will show you the way. Read it thoroughly to see what one should learn to successfully approach them. Perspective Everything we think is an interpretation. We perceive the world through filters we make throughout our entire lives. Every experience shapes our filters. If we were brought up in a Chinese metropole, we will be used to living in a collective society. If we spent two years working as programmers, we will have stronger logic skills and use them more often in out of work situations. Our experiences shape who we are. Therefore, a Vietnamese negotiator who has spent years in a reality different than that of a Norwegian negotiator will  encounter challenges during the negotiation talks. We will be more skillful at handling differences if we have an attitude of a respect and high communication & listening skills. The message: Accept how every person is different and how culture influences these differences. Cultural diversity Culture is a heritage of values and customs. They shape behaviors which we will encounter. It is most important that a negotiator understands what these behaviors are and how to respond to them. For example: being half an hour late is normal for an Italian, so he won’t find it necessary to excuse his behavior. For a German, being late is a sign of disrespect because it causes a fuss in plans. The message: Get to know the specific behaviors of negotiators of a certain culture to get used to new behaviors and establish rapport more easily.   Stereotypes Stereotypes are based on generalizations. Therefore, there are two reasons why one shouldn’t take them too seriously. Firstly, every person is different and within one culture, people differ from one another. Secondly, in many countries (i.e. Individualistic societies) people like to be approached individually and generalizations may play against relationship building. Stereotypes are not a source of valuable knowledge. It’s best to learn about cultural differences from specialized books or experienced professionals. The message: Don’t take stereotypes too seriously. Non-verbal communication In a situation, where we communicate in a foreign language with a person of another culture, (especially if it’s the first time) it will be handy to have a language we’re fluent in to support us. Body language can provide many valuable observations about our partner’s behaviors so that we can better understand their intentions. The message: Learn to read body language to enrich your options of interpreting messages.   This article is merely a road sign towards a very broad and complex subject. If you are facing multicultural negotiations in the near future, more information will be handy. Here are some other articles on multicultural negotiations. How to prepare for multicultural negotiations. Examples of negotiations in European countries. Examples of negotiations in Asian countries.