Imagine; you are a representative of a Belgian company, and your task is to negotiate with a delegate from a Chinese company in order to get your product in Chinese stores. You know that the product you are selling is a hype in China, and you are 99% certain to get the contract. Do you really need to take courses (wich means extra costs)? Probably not, but we live in a global economy. There will be a lot of competitors, who are trying to sell the same product. In this case a negotiator has to use everyting available to make sure he gets the contract. Knowledge of the other culture is a very important factor. "Culture also determines buying behaviour, consumption habits, negotation habits,...*".
As you see you need information about the other culture, for negotiation itself, but also to understand the behaviour of the people who have to buy your product eventually.
The way I see it, knowledge about the culture of the people who have to buy your product is as important as negotiating skills. When you understand the people who buy the product you will understand the point of view from the counterparty and be capable to respond to their needs. (source: onderhandelen.nl)
*Philip Kotler; marketing expert
Hannes Ryheul
I think that a failure will cost your company more money than taking courses. A good training is definitely an investment for the future. It’s not because a training isn’t necessary this time, you won’t need it for another negotiation.
BeantwoordenVerwijderenStefaan Mels
I believe a failure can never happen, because a company never took a course of cross cultural negotiations. Moreover, I am convinced it's a good thing for your company, but not necessary.
BeantwoordenVerwijderenIt's just a way to climb to the top.
Ken Merckaert