11.09.07
International Negotiating – Step 2 – Cross Cultural Considerations
As part of my teaching and consulting work, I have given a workshop on cross-cultural negotiating many times. The most fun part is talking about the many things that can go wrong when negotiating with a person from another culture. Here’s part of a checklist that I give out. We’ll talk more about the details in a later blog:
–body language–
hands (where do you keep them – on the table? ; do you use them for gestures? what should you avoid –the OK sign for Americans is an obscene gesture in Brazil).
feet (putting your feet on the table in most of Asia is an insult)
eyes (do you look the other person in the face?)
physical distance (“invisible bubble” how close or distant do you stand? can you touch them. George Bush giving Angela Merkel a shoulder rub is very un-German!)
hierarchy – (many cultures get offended if you forget them. The Austrians love Herr Doctor Doctor (2 PhD’s)
formality (can you use first names; some languages have informal “you‘s — can you address someone in the informal voice?)
“face” (Can you point out a shortcoming? How about an assertion that you know to be untrue?)
food how to eat (can use your hands? The left hand in many cultures is considered unclean. And then there is the dilemma of the local delicacy that you may consider inedible — what if you are offered the camel’s eye? My diplomatic trainers told me to gulp it down and say how wonderful it was.)
drink (how, when and to whom do you make the toasts. The Japanese are very proud of their tea ceremonies.)
taboos (what can’t you talk about)
roles for men and women (How does the western woman do business in a traditional male dominated society?)
I’m sure you have your own examples, so use the comment box!
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