Q & A Table of Contents
What about Malaysians and Venezuelans?
From: Charlotte, Sydney, Australia
Question: I need some negotiation advice in regards to Malaysians and Venezuelans. What kind of buy-seller relation do they employ? Do people from either country often use extreme behaviour? What elements of their culture are essential to know before I begin negotiations?
Response: I don't have a magic answer regarding the negotiating habits of people from different countries. The global marketplace, student exchange experiences, and many other factors mean that you can't always tell what to expect from a person based on their passport.
One text you may find instructive is called "When Cultures Collide" by Richard D. Lewis. It is the best one I have found.
Using interest-based negotiation is an excellent means for overcoming cultural barriers. It focuses on the fundamental reasons people pursue particular objectives, rather than getting lost in style.
Good luck,
Steve
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