Cross-cultural negotiation is something you can learn. A good training can give yourself an advantage over rivals. Cross-cultural negotiation training learns you more than how foreigners close a deal, it learns you about the culture, values, beliefs and etiquette of your potential client.
The training instructs you that eye contact is considered rude through the eye of a Japanese. Time is money in western countries and Japan or China whether being on time is not so important in South America.
How do you meet and greet? Do you give a weak handshake or a hard handshake? How should we address our client? Can we offer a gift to our client? In China or Japan gift-giving is a part of the business communication, in the US or UK it is not.
Not only the etiquette is decisive, also relationships and negotiation styles are important. In Germany they have to analyse all the information before they make a decision while in England there is a deadline. But as everyone knows, Germans are very punctual. (Source: Kwintessential)
Stefaan Mels
Geen opmerkingen:
Een reactie posten