The Importance of Communication in Intercultural Negotiations part/2
In this second part, we will present some tips for understanding important signals in cross-cultural negotiations, different ways of dealing with disagreements… and more!
Tips for understanding important signals in Intercultural Trading
A cultural bridge, or a person who has knowledge of cultural diversity, is always invaluable in a negotiation. Understand that cultural diversity is not just about knowing how to speak the language of the person involved, but mainly about how to behave in everyday situations. Just speaking fluent English is often not enough. Knowing the etiquette needed in a meeting with someone in relevant positions in politics, the indispensable requirements for ordering in a fancy restaurant at a business lunch, or even knowing exactly what tea and coffee represent in this or that culture. , are often determining factors for correct communication when closing a major contract. Knowing a culture in depth is knowing intimately the behavioral nuances of the routine of a people. The treatment, the unique characteristics of each people and each place. Communication in an intercultural negotiation goes far beyond the domain of the language, it goes much deeper than a simple translation. Even if the person responsible for translating in a negotiation is not familiar with the customs of the parties involved, he can cause irreparable harm rather than help. Because often small details can make all the difference between pleasing and offending. And interpreting unspoken signals can be quite a challenge. Often small gestures or looks can be crucial when making a good impression. So it is essential that you do your research on what are the most common mistakes in an intercultural negotiation, in order not to make them, thus avoiding compromising the success of your agreement.
To do this, you must follow a few steps:
Prepare for Different Ways to Handle Disagreements
Some cultures, and even some individuals, see it as entirely normal and acceptable to express a disagreement and clearly tell all parties involved that they are in the wrong. In Russia, for example, participants arrive at a meeting fully prepared for major debates. They don’t even see it as an argument. In other cultures, on the other hand, this can be seen as the wrong way to behave or proceed in a negotiation, being interpreted as immature, unprofessional or even rude behavior, which can end up putting an end to any negotiation. .
The same goes for voice volume, laughter, or ringtones. We can never just think that what is normal in one country is also normal in others. Many cultures are uncomfortable with very emotional or warm expressions. In Mexico, for example, emotions can be freely expressed, but disagreements are handled softly, so if you really disagree, beware, as this can be taken personally. And in cultures such as Germany and Denmark, it is considered very positive to openly disagree, as long as opinions are presented calmly and objectively.
Peruvian, Japanese, Mexican and Thai cultures naturally use soft words like verbal cues. Therefore, when they want to disagree, they usually use lighter expressions, such as “maybe”, “a little” or “probably”. On the other hand, Russian, French, Israeli, German and Dutch cultures understand words like “totally”, “completely” and “absolutely” perfectly acceptable when emphasizing points of disagreement.
Practices of Understanding Disagreements and Building Trust
Different people build trust in different ways and value it in different ways. And this is exactly the case when it comes to cross-cultural negotiations. American or British businessmen may view trust differently from a Chinese businessperson, for example.
Ask open-ended questions
Asking open-ended questions helps reduce your chances of making a mistake during a negotiation. Thus, during a business meeting, you allow yourself to observe the body language, gestures, tone of voice of the parties involved, allowing everyone to have an equal chance to express themselves according to their culture, and to reach a common denominator in the Communication. Avoid questions whose answer is limited to a “yes” or “no”. Prepare the questions in a way that allows the parties involved to develop with more freedom of expression, allowing a greater understanding at the time of negotiation.
Our article continues in part/3 with an awesome bonus tip! See you later!
