Saturday, December 17

Tips for Avoiding Misunderstandings When Negotiating Cross-Border Deals : Globalization : HBS Working Knowledge

Tips for Avoiding Misunderstandings When Negotiating Cross-Border Deals : Globalization : HBS Working Knowledge: "Understand expectations
Your negotiating partner’s expectations of the negotiation may well be very different from yours. Like you, he will want to succeed, but success may not mean the same thing to him and his co-nationals as it does to you.
In many cultures, negotiation is ritualized, especially in its early stages.
— Andrew Rosenbaum

Decision-making styles may be different, too. American managers usually make decisions by themselves, while Japanese managers tend to make decisions by consensus, a practice that can add time to the negotiation process. Americans place a high value on flexibility, whereas once a Japanese manager has reached a decision, he believes it is shameful to change it, says Tokyo-based management consultant Mitsugu Iwashita, director of the Intercultural and Business Communication Center. Understanding these underlying attitudes helps you see what your potential partner’s priorities are, and you can then adapt your strategy accordingly.

Establish common ground and choose your style
Find anything that will allow your foreign colleague to share something with you. This can help you get past “people” problems—ego wars, saving face, and so on—which is a good tactic because these problems can crop up where you may"

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