Whenever we want something from someone - or another person wants something from us - negotiations get started. I guess I never realized the importance and the ever presence of negotiation. Never realizing - and never really liking - it took me a long time to accept and admit we do it all the time. And if I say all the time, I mean ALL the time: at work, at home, at school, in relationships, in business, and so on. Except for every day shopping that is, that one seemed to be ruled out in most western countries. Although some people know how to get a bargain anytime and anywhere. But this is not about bargaining; negotiating is a two-way thing.
So here we are, travelling throughout South America and Asia, realizing we lost the most basic and explicit of all negotiation skills: getting yourself an every day product for a good price. Only now - after some four or five months of basic training on the job - I am able to smile all the way through the negotiation process. And even though my own culture tends to look at negotiation in a very negative way, I’m starting to see the beauty of it. It’s both good fun and for a good cause, as a good deal cuts both ways.
Negotiating is also a very interesting skill from the perspective of this blog, as it may well be one of the most culturally influenced skills around. Not only because some cultures have more practise, but also because culture plays a very important role when negotiating. All parties bring in their own specific cultural behavior. We all have slightly different patterns of thinking, sets of values and ways of feeling and acting. Culture immensely influences the way negotiation takes place. How is negotiation perceived? Do we take on a competitive-aggressive strategy or friendly one? Do we avoid uncertainty by agreeing on principles first - that would have been my style before this trip - or do we just dive in and save the best for last? Think only of communication style and peoples willingness to adapt, and you know you’re up for something. Intercultural negotiation is in a league of its’ own.
Paul R. Horst (United States Airforce) wrote a very interesting paper on ‘cross-cultural negotiations’. He summarizes negotiation factors and their cultural responses. A few I find particularly interesting, as you are bound to run into them more often when working (or travelling) abroad. Ask yourself these questions, and see if you can fill them in for your colleagues or business partners. The questions made me highly aware of cultural aspects, which makes negotiating even more interesting and fun to do.
So here we are, travelling throughout South America and Asia, realizing we lost the most basic and explicit of all negotiation skills: getting yourself an every day product for a good price. Only now - after some four or five months of basic training on the job - I am able to smile all the way through the negotiation process. And even though my own culture tends to look at negotiation in a very negative way, I’m starting to see the beauty of it. It’s both good fun and for a good cause, as a good deal cuts both ways.
Negotiating is also a very interesting skill from the perspective of this blog, as it may well be one of the most culturally influenced skills around. Not only because some cultures have more practise, but also because culture plays a very important role when negotiating. All parties bring in their own specific cultural behavior. We all have slightly different patterns of thinking, sets of values and ways of feeling and acting. Culture immensely influences the way negotiation takes place. How is negotiation perceived? Do we take on a competitive-aggressive strategy or friendly one? Do we avoid uncertainty by agreeing on principles first - that would have been my style before this trip - or do we just dive in and save the best for last? Think only of communication style and peoples willingness to adapt, and you know you’re up for something. Intercultural negotiation is in a league of its’ own.
Paul R. Horst (United States Airforce) wrote a very interesting paper on ‘cross-cultural negotiations’. He summarizes negotiation factors and their cultural responses. A few I find particularly interesting, as you are bound to run into them more often when working (or travelling) abroad. Ask yourself these questions, and see if you can fill them in for your colleagues or business partners. The questions made me highly aware of cultural aspects, which makes negotiating even more interesting and fun to do.
- Soft or hardball: What is the most important outcome for you, contract or relationship? What do you prefer, win it all or win-win?
- Formalities or personal touch: Is you personal style formal or informal? Does that include emotions? Do you like to communicate direct or indirect? Do you take risks or rule them out as soon as possible?
- Organization: Do you want to finish fast, or is time not a big issue? Do you start with minor or major negotiation ingredients? Who negotiates? Can anyone negotiate? Who is to decide? Do you seek consensus?
As said, intercultural negotiation is one of those things you will for sure be a part of when working abroad. It will influence your success and ability to find your way in work and business; in job interviews, performance appraisals, project management, leadership or any other form of every day work. And in the end, since it’s a two-way thing, you’d have to be able to see both ends in order to be most successful. On average, women are somewhat better at this, having the tendency to give in a little to let both parties have some results. Unless - and this is proven - women negotiate in order to achieve something for someone else. This is why, in some cultures, men let their wife or girlfriend negotiate for them.
So, are you up to it? If so, the key is to know about cultural response. And most of all, get to know your own. Charlotte - a Danish expat I met in Phnom Penh and lives in Beijng near to the famous brand-clothing- markets - tells me how she urges visiting friends to leave their money at home the first time they enter the market. ‘First practise and observe, or be sure you’re gonna be caked.’ Some sound advice if you ask me. A similar thing goes for many workers with different cultural backgrounds in the Netherlands. How do you - for example - pick up the desirable Dutch leadership style, built upon consensus and reason, if you were brought up in very different ways? Or what if you’re Dutch and work in France or Italy? What about emotions in communication? Just follow Charlotte’s advice: give it time, observe peoples’ response and enjoy working on your own.
Which brings me back to my own recent experiences and change. Once you learn to smile your way through the intercultural negotiation process and get to see the beauty of it, I’m sure you’re in the market!
So, are you up to it? If so, the key is to know about cultural response. And most of all, get to know your own. Charlotte - a Danish expat I met in Phnom Penh and lives in Beijng near to the famous brand-clothing- markets - tells me how she urges visiting friends to leave their money at home the first time they enter the market. ‘First practise and observe, or be sure you’re gonna be caked.’ Some sound advice if you ask me. A similar thing goes for many workers with different cultural backgrounds in the Netherlands. How do you - for example - pick up the desirable Dutch leadership style, built upon consensus and reason, if you were brought up in very different ways? Or what if you’re Dutch and work in France or Italy? What about emotions in communication? Just follow Charlotte’s advice: give it time, observe peoples’ response and enjoy working on your own.
Which brings me back to my own recent experiences and change. Once you learn to smile your way through the intercultural negotiation process and get to see the beauty of it, I’m sure you’re in the market!
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