Do's and Dont's for Negotiating Across Cultures

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Collective Bargaining > Best Practices > Do's and Dont's for Negotiating Across Cultures

Do's and Dont's for Negotiating Across Cultures
Eugene James, Manager, Switzerland, Premium Member
The complexity of cross cultural negotiation is daunting. Miscommunication can hinder or derail a deal. According to Erin Meyer, the challenge stems from an inability to read signals that reveal a frame of mind and emotions. A primary reason for not reading signals boils down to a lack of "contextual understanding" according to Meyer. She draws on her research to offer advice on negotiating cross culturally:
  1. BEG TO DIFFER TACTFULLY: prior to voicing disagreement, identify whether the counterpart uses "upgrades" in their communication such as definitely, surely, certainly or instead "downgraders" such as perhaps, possibly, likely. A greater use of upgraders implies greater room for debate and open disagreement. In contrast, a greater use of downgraders suggests reluctance to openly disagree and are thus less confrontational.
  2. EXPRESS EMOTIONS MINDFULLY: in some cultures emotions are openly expressed, while in others being open it is regarded as un... Read more? Sign up for free
 

     

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