One of the best opportunities to apply a knowledge and understanding of cross-cultural differences is in negotiations. In international negotiations the international marketer faces counterparts from diverse cultural backgrounds.Americans bring their cultural ethnocentrism to the negotiating table..jpg)
According to two experts on international negotiations, there are ten uniquely American tactics or approaches to negotiations. They may be effective with other Americans, but when used with people from other cultural backgrounds, they require modification. The approaches and the corrections required are:
2) "Just call me John."Americans place a high value on informality and equality of participants in negotiations. This may conflict with the customs and class structures of foreign cultures. Solution: Respect the customs and class structure of other cultures. Obtain information from self-study and local agents on local attitudes and values.
3) " Get to the point." Americans are in comparison to people from other cultures, blunt and impatient. Solution: Understand that people from other cultures need to develop a sense of connection and personal trust in order to feel comfortable about doing business. This takes time. Take time to get to know your negotiating partner.
4) "Don't take no for an answer ."persistence and the "hard sell" are highly valued in the United state . Solution: if the answer is no, stop selling and find out why. Respond to the reasons for the no answer.
5) "Adeal is a ." This is a projection of an expectation which may not be shared . Solution: Accept a more gradual, supplemental view of negotiations and joint effort.
6) "I am what I am." Solution : Adopt a more flexible stand point. Be willing to change your mind and to adopt to your opposite.
NEGOTIATION IN CROSS-CULTURAL CHALLENGES IN BUSINESS
1) "I can go it alone." Americans are typically outnumbered in negotiations. Solution:greater reliance on teamwork and division of negotiating labor.2) "Just call me John."Americans place a high value on informality and equality of participants in negotiations. This may conflict with the customs and class structures of foreign cultures. Solution: Respect the customs and class structure of other cultures. Obtain information from self-study and local agents on local attitudes and values.
3) " Get to the point." Americans are in comparison to people from other cultures, blunt and impatient. Solution: Understand that people from other cultures need to develop a sense of connection and personal trust in order to feel comfortable about doing business. This takes time. Take time to get to know your negotiating partner.
4) "Don't take no for an answer ."persistence and the "hard sell" are highly valued in the United state . Solution: if the answer is no, stop selling and find out why. Respond to the reasons for the no answer.
5) "Adeal is a ." This is a projection of an expectation which may not be shared . Solution: Accept a more gradual, supplemental view of negotiations and joint effort.
6) "I am what I am." Solution : Adopt a more flexible stand point. Be willing to change your mind and to adopt to your opposite.
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