Orientations in time and space
Space and time orientations can differ a lot across cultures. This is something we have to think about when negotiating with people who have a different cultural background.
In our world it is said that there are two orientations to time, namely monochromic and polychromic. The monochromic approach is about focusing on one thing at a time whereas the polychromic vision involves the simultaneous occurrences of many things. What characterizes negotiators from polychromic cultures is, among other, the comfortability with a high flow of information and the flexibility when it comes to starting and ending meetings or taking breaks. In monochromic cultures people tend to be very punctual and they always stick to a specific, detailed way of working. Another important difference between cultures is the focus on either the past, present or future. So be mindful when you go through your plans for the future!
When negotiating with someone, you have to respect the concept of space. If you don’t do this your company may feel uncomfortable. For example, Arab cultures allow more touching whereas in Asian countries they are not so fond of it. The opinions on eye contact also differ across the world. In some cultures, eye contact is seen as a form of reliability. But, again, in Asia you are better to look down to obtain their respect. Also, certain cultures have a different approach when it comes to cross-and same-gender touching. So when greeting your potential business partner, be aware of what you can and can’t do!
Jeroen Manderick
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