Prior to your first cross cultural negotiation give some thought on how you will keep on track.
A Beginners Guideline
Here is a guideline to help beginners.
If you find yourself on your own in a country where negotiation practices are different to your own, there is a strategy to follow. Prior To Your Negotiations
Do your research on what will be expected of you. Define your schedule, and what you are expected to wear and bring. If you are a woman, be sure to verify standard practices beforehand.
Are there any standard culturally specific negotiating practices ? Remember to ask for advice prior to cross-cultural negotiations.
If you feel you will be in a different environment than you are used to you have two options to consider :
1. Hire local representation. Some large multi-national companies hire local company representatives to facilitate all business procedures in certain countries in the Middle East and the Far East.
2. Arrange for a local third party to accompany you. Look for someone who can tell you if you are making any cultural blunders. This will give you a certain peace of mind.
Prior research helps, but even so, it is not always easy. You will also need to keep your own behavior and attitudes turned towards your negotiation.
This is where the following 8 points are important.
Best Practices During Your First Cross Cultural Negotiation
1. Ask and find out what is expected of you.
2. Explain that you are looking forward to the business opportunities open to both of you.
3. Explain that this is your first trip and you have not done business in their country before.
4. State your good will and that you do not mean to do anything awkward.
5. Ask to be told or shown what to do.
6. Apologize if you do or say something that seems to be out of place.
7. Continue to show your desire to proceed in the negotiations.
8. Continue to say that your look forward to doing business with them and learning more about their culture.
How To Use This Guideline
Keep this guideline in mind during your negotiations.
- Remain constantly aware of your environment so you can implement any of these points if needed.
- Use each point appropriately when needed.
- Do not go overboard. Overly stating your enthusiasm or apologizing incessantly can be destructive to your negotiations in some cultures.
Use this guideline as a gentle reminder to stay tuned to where the other party is at. If you feel in any way that you need to refer to one of the points above, do so, and continue your negotiation. Your Skills Improve With Experience
Cross cultural communication is a process where you adjust your communication a little and learn to meet another culture in the area where you both feel comfortable. It is about knowing when to ask discretely for feedback to make sure you are all on the same path.
Your first cross cultural negotiation will simply be a first step in the process of adjusting to another culture. Your cross cultural communication skills improve with practice.
Follow these guidelines for your first cross cultural negotiation and you will not make any blunders you are unable to recuperate from.
This is an extract of an article on Get International Clients.
You can read the full article here :
Here’s to your international success,
Cindy King
Cross Cultural Web Copy Architect
PS : laissez-moi vos commentaires sur mes blogs :
www.getinternationalclients.com
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