Underestimating and overestimating of the cross-cultural aspects

When you negotiate with people from all over the world, you have to look at different cultures. Not only national culture but also race culture, educational culture, religious culture, gender culture and many more cultures are important to look at when you try to understand the thinking of the person who you negotiate with. As we look at the Chinese for an example, there is a difference between the Chinese who were born at the countryside and the Chinese who were born in the city. So we do not only have to think how to negotiate with the Chinese, because there are so many Chinese who all have different cultures beyond just being Chinese.

It is also important not to make incorrect assumptions if the person who you negotiate with has a background that looks like yours.

Because of the importance of communication, on which rituals have a major impact, training your negotiation skills is really important. This might take time but you run fewer risks and it will be more likely to become successful. (http://knowledge.insead.edu/CrossCulturalNegotiations080408.cfm?vid=39)

Eline Janssens