National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. The communication behaviors of each culture reflect these priorities and can dictate how a culture will engage in negotiations. Often, Japanese and other Asian negotiators will plan a social event and dinner before any real negotiations occur. Likewise, Americans place an emphasis on taking clients out to dinner and a round of golf. Engaging in this type of activity builds trust and opens the line of communication between the two parties. Using persuasive techniques to "connect" with another person can lead to trust and the sense of a relationship being built. The negotiation styles of these two cultures mesh well, thus allowing them to understand the priorities of each other's culture.

Once a relationship has been built on trust, the negotiators can begin sharing information. This level of openness is highly dependant on the level of openness for that country. This stage in negotiations require each party to fulfill their end of reciprocation ? which can sometimes make one party feel like they are being confronted - but if done correctly can develop "quick trust" (Brett, 207). Quick Trust develops when two groups share information and allow the other party to see their weak side. Obviously developing trust is important, however some cultures simply may not be comfortable with divulging information quickly.

Getting Down to business: Using Culture to Persuade Arguably one of the most important factors in negotiation is an understating of the culture in which you are engaging in negotiations. Cultures vary in their openness and in the time that business in conducted. Terms of agreements should be taken into consideration; for example, Italy has a 90-day billing cycle versus the "normal" USA 30-billing cycle. These cultural norms are very important for understanding how to succeed in negotiating on a global scale. Building relationships is the key for building trust among partners or potential clients. Trust can become an all encompassing factor when it comes time to make a final decision, the understanding of what is expected and following through will allow negotiations to flow smoothly.

Scott Fish President, http://www.TopSatelliteRadio.com President, http://www.lovestarbucks.com

Personal Blog: http://scottfish.blogspot.com

---

Ebooks, Scripts, Websites, and more...

Adsense websites

Suppliers as Your Partners in Cost Reduction

This article is one of the many articles still to... Read More

The Ultimate Truth in Persuasion

OK, so you want to improve your persuasion power right?Why?... Read More

A One Stop Financial Solution

Amy Wright, 34, was extatic when her realtor showed her... Read More

The Most Powerful Persuasion Skill Youll Ever Learn

Criteria ElicitationThis is without a doubt the most important persuasion... Read More

Negotiating Technology Contracts

Have you ever tried to negotiate a deal for software,... Read More

Negotiate to Your Advantage

The hardest and most important part of any negotiation is... Read More

Negotiate Your Way to a Better Salary

1. Be persuasive: It's hard to force your boss to... Read More

Guidelines for Ambassador Appointments

Ambassadors to other countries are a vital part of international... Read More

Can a Service Be a Commodity

Well Enron dealt with this a little for instance an... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal... Read More

Negotiating Tactics: Don?t Let ?Good Guy ? Bad Guy? Control the Sales Negotiation

Counter one of the classic negotiating gambits by addressing it... Read More

How To Make An Inflexible Bureaucrat See You As A Person

Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

The Art of Negotiation in 535 words

I want to get better at negotiation, but where to... Read More

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Writing an RFP (Request for Proposal)

A while back, a potential client provided me... Read More

Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More

Determine Your Rate And Negotiate Carefully With Unreasonable Clients

Consultants who offer executive assistant or computer services on a... Read More

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... Read More

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

Negotiating: Forcing vs Compromising

Forcing is a hard-nosed approach that makes heavy demands from... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More