Q & A Table of Contents
Can Stereotypes Hinder Cross-Cultural Negotiation?
From: Ferry Hallam, Australia
Question: Please tell me about about disadvantages facing an individual with stereotypical perceptions of other cultures when it comes to cross cultural negotiation. If there are disadvantages, how can such stereotypical perceptions be overcome?
Response: Assuming that people are going to behave according to stereotypes you have assumed about folks fitting their particular description is, indeed, quite risky. A negotiator runs the risk of insulting other parties when s/he assumes that 'those kind of people' always behave the same way, always want the same things, or are sensitive to particular taboos or potentially offensive acts. When you act on such assumptions, you are denying the capacity of another person to be a unique individual. Moreover, in this globalized world, you can never tell by looking at a person where they have lived or other elements of their background that may influence their approach to life.
On the other hand, if you make assumptions that particular sorts of people most likely have been raised in a culture (national, ethnic, corporate, etc.) which rewards certain behaviors and punishes others, that gives you a set of questions to ask as you undertake to learn about the party(s) with whom you are negotiating. For example in some cultures people like to be addressed by their family name. In some the general rule is to include titles (Mr., Professor, Doctor, etc.). In still others, nicknames are the norm. So when you meet a person from a culture known for its feelings about forms of address, you may ingratiate yourself by asking, "How would you like me to address you? What name should I use?"
People who cannot see beyond stereotypes ultimately lose because they are likely to offend folks from different backgrounds. While some people retreat into monocultural settings, there are fewer and fewer such places on Earth. Even in those circumstances they are likely to run across people who are different because of gender, educational background, age, or other normal individualizing factors. Basing communication on stereotypes neither wins friends nor influences people.
Hope this is helpful.
Steve
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