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Important Factors To Look At When Applying Your Negotiation Skills During Cross Cultural Discussions
The factor that sets the successful cross cultural negotiator apart from the others is their particular capacity to think in terms of the variations between cultures and people instead of thinking in terms of right and wrong, a challenge not often addressed in most negotiation training events.
As humans we tend to think that those who are different to us and our approaches are completely wrong. All of us view the world using the filters of our own experiences and preferences which implies that the picture of ourselves and others is by definition typically prejudiced in some way.
When considering business negotiation across cultures there is a tendency to merely consider the national or ethic cultures involved with it, however you should also take into account the secondary or group tradition, for example the organisational tradition, the spiritual culture and the professional culture. Develop your negotiation skills immediately by considering these factors.
When there is a sophisticated legal infrastructure in place within a territory, this means that we have reference to case law and precedents to provide advice in terms of structuring legal agreements. This also means that when things go wrong it is not difficult for us to have recourse at the courts where we can depend on a relatively sensible decision to resolve disputes.
If you are negotiating in a region where there is both a mature and sophisticated legal and financial process available, you can expect to focus more on the content of the discussions rather than the context surrounding the negotiation.
In content driven commercial negotiations the attention is going to be on the contractual conditions and supporting information. The relationship can be explored after the signed contract has been successfully defined & implemented.
However, if you are negotiating in a situation where the legal and financial systems are relatively immature then it will become essential for you to concentrate on the context within which you bargain instead of concentrating merely on the content.
Therefore, when you are responsible for deals in a context driven territory you should devote more time on building relationships and establishing confidence. Once you have developed trust the agreement will follow.
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