Q & A Table of Contents
There Were An American, An Italian, And A German. . .
From: Dorota, Warsaw, Poland
Question: What are main differences in negotiating styles depending on nationalities? For example what would the negotiations looked like (technical side) if there were 6 negotiators sitting around the table: Japanese, American, Italian, French, Swedish and German.
Response: Books have been written addressing cultural characteristics of people of all sorts of nationalities; it would be wasteful to try to duplicate them in this small space.
Nationality issues are only some of the cultural differences that may have an impact on a person’s negotiation style. Such other issues as age, socioeconomic status, education, professional background, gender, personal exposure to a variety of national cultures through work in multi-national companies, and even different negotiation skills training programs can all have an impact on the negotiation style of an individual.
It is potentially insulting to assume that because a person looks a certain way, speaks with a particular accent, or has other characteristics that indicate a particular cultural identity you can immediately conclude there is one correct way to negotiate with them. People are individuals; each must be assessed for himself or herself. We tell jokes about people from different backgrounds — and the ‘humor’ may be based on most unfortunate stereotypes.
Nonetheless, it does make excellent sense to learn what you can about the social history of individuals’ countries of origin. What you find out will not tell the whole story — and may be especially inaccurate concerning the person with whom you are dealing. But what you find out in your preparation may offer you starting points for figuring out what drives another persons behavior. If you make assumptions, ask questions to do a reality check on whatever assumptions you’ve made.
Better to walk into negotiations with an open mind and a lot of questions than with a solidified set of conclusions that can mislead your negotiation style.
Good luck,
Steve
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