Q & A Table of Contents
Understanding Cross-Cultural Negotiation
From: Quynh in Australia
Question: I'm currently doing an assignment on the need for managers to
understand cultural diversity and cross cultural negotiation is one of the
points which I'm going to talk about... I was wondering would you have any
information you would be able to give on the topic...please.
Response: If there's one fundamental point to make about cultural diversity
and cross-cultural negotiation it is that it is increasingly risky to make
assumptions about other people based on labels. Someone may not 'look
Australian' even though their family has been in the country for several
generations.
In negotiating with people from different backgrounds the most effective
approach for overcoming possible communication barriers is to focus on the
interests of the parties. Why do they want what they want? You have to go
behind the justifications they may use to defend why they want something;
after all virtually everyone can come up with a justification for whatever
they want. The real issue is how what they want will serve their interests.
Managers need to understand the people with whom they work. Without clear
mutual understanding, it is almost impossible for a team to reach its
objectives. Even in a relatively homogeneous organization, designers and
accountants, for example, may be seen as representing different cultural
perspectives. Getting them to work effectively together is obviously
crucial for a company's success. And, most assuredly, getting people whose
cultural diversity is based on different issues is no less important.
One has to be careful not to pigeonhole people, to assume that everyone with
a particular 'label' thinks or acts alike. If it weren't for differences,
the world would be a very boring place. What we need to do is find out how
different interests can be addressed to yield results that work for the
parties who have the ultimate responsibility to implement an agreement.
Cultural diversity, whether based on profession or tribe, is simply one of
the elements that needs to be taken into account to keep things operating on
a civilized level.
Have fun with your assignment.
Steve
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