Culture And Negotiation Style

Culture and negotiation style can take a form that is recognizable and pleasing

, or may be just as cordial in the opposite direction from what we are accustomed to. The critical difference to accepting a new style of business mannerisms is to understand that the world is a wide and diverse place, with each continent holding its own civilities and business practices according to its culture and traditions.

Some of the main issues with culture and negotiation style may be observed in spatial orientation, time lines for meeting or events, masculine and feminine roles, whether the person is vague or direct, and a series on non-verbal communication that sets the undertone for the meeting or conference. A person that wishes to do well in business with the global community needs to realize that each culture will bring their own unique traits to the table and should be shown proper respect according to their way of doing things. Whether you engage with the Japanese, European, African, Latino or North American representatives, be sure to watch their cues and try to mirror them out of respect.

One of the easiest signals to follow may that of spatial orientation, or put simply, the distance between the speaker and listener. The North American territorial space is approximately 18 inches from face to face. However, cultures in Greece and Italy tend to be more comfortable using a tighter space and closer range. Whereas this might be considered insulting and perhaps even provoking in America, the European vantage point is one of friendship and trust.

Time orientated negotiations are best exemplified during a meeting, with the outline of the event falling into one of two categories: "polychronic", or the execution of events arranged with flexibility according to the needs of the participants at the table. Meeting breaks will be issue when needed, people at the table may talk and contribute freely, and there may be an absence of a rigid starting and ending time for the event.

Conversely, the "monochronic" negotiation technique will lay forth strict rules and regulations such as a declared starting and ending point for the meeting, breaks issued like clockwork, one person talking at a time, the raising of the hand to be heard, and a sour attitude towards those who arrive late for the event. The monochronic style may be best defined as "corporate America", however, when traveling abroad, its essential to be able to relax and bend a bit to the host country's cultural differences.

The human race does not fall into one personality category, and you must remember that each of us is as individual as our fingerprints. Business events held around the world will bring a new set of standards to adapt to and appreciate, and must be approached with an opened mind. When an individual feels he or she has been slighted, whether real or imaginary, that can set the tone for a failure to communicate. Instead, set your own culture and tradition aside and dare to try something new. And remember that there is no official standard of human behavior when it comes to culture and negotiations. Show yourself approved and follow the lead of your host.

by: Joe Cline

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