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Cultural Negotiating Strategies Worldwide

Explore international negotiation tactics influenced by culture, from flexible implementation in Latin America to directness in Germany. Discover the nuances of negotiating with Japanese, Latin Americans, Russians, Chinese, Middle Easterners, Germans, Asians, Koreans, and Americans. Learn how personalizing relationships, gift-giving, endurance marathons, and dealing with face matters influence successful negotiations. Navigate the intricacies of each culture’s communication styles, business practices, and social expectations to achieve mutually beneficial outcomes. Gain insights into adapting your approach to suit different cultural norms and behaviors for effective, cross-cultural negotiations.

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Cultural Negotiating Strategies Worldwide

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Presentation Transcript

  1. CULTUREDRAMA

  2. International Negotiating

  3. Japanese

  4. Latin America

  5. Personalizing a professional relationship Non-legal approach Flexible, evolving implementation (“flex friendship”)

  6. Don’t push for compromise Long meals Flexible, evolving implementation Simpatico

  7. Russians

  8. Out sitting & out-drinking you—endurance marathon

  9. Chinese

  10. Last minute sandbagging Attacking informal inconsistencies Invisible benchmarking you

  11. Middle East

  12. Exaggerated rhetoric & buddy-buddy Gifts & sucking up Putting you on the spot one-on-one in awkward situations Conservative entertaining

  13. Germans

  14. Technicians first Direct, exact, serious Be/do what you say Accuracy > feelings Privacy of people & corporate info

  15. Asians

  16. Face matters dealt with behind the scenes Aggressive, forthright Koreans No public negativity or doubt Status groupings No social embarrassment

  17. U.S. Americans

  18. Humor & informality Hyped salesmanship Delegation disunity Legalistic Impersonal Short-term

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