How do negotiation styles and techinques differ across cultures?

Cross-cultural negotiations are not just about foreigners closing a deal. Different cultures mean different languages and different customs. It is important to have respect for those customs. I am giving a few examples.
In some countries like the USA it is normal to have direct eye contact with your business partner and to leave a certain distance  while interacting. But in countries like China direct eye contact is considered rude and in the Middle East business people get up very close. In China and Japan it is considered very polite to give business gifts but in the USA and the UK it has a negative effect.
This will all have an impact on the negotiations and can be learnt through cross cultural training. The training is built on three principles:
    -The Basis of the Relationship: in South America and much of Asia business is personal, these people will only make deals with people they know. This is a big difference with European countries and the USA.
    -Information at Negotiations: Western countries focus on rationality and facts. Other counties focus more on the presentation.
    - Negotiation Styles: the way in which different countries approach negotiations varies.
With a good training you are more likely to succeed in your negotiations.

cross cultural negotition


Lise Keirens