Your first cross-cultural negotiation...

Every businessman who works for international companies has to have his first cross-cultural negotation. This will probably make him verry nervous because he doesn't know what to expect. Here are some guidelines.

First off all: Prepare like a normal negotiation:

• What do you want to reach, what are your goals?
• What is already on the table?
• ...

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This preparation is a must for every negotiation, cross-cultural or not. Not preparing at all will mostly lead to a poor outcome for yourself.

But when the negotiation gets a cross-cultural character (for example with Chinese businessmen), some extra preparation is needed, it's even harder when it takes place in an environment where you don't know. 

• Do some research on what the others will expect from you (what to wear, what to bring with you, how to act,...)
• Hire a local who knows the ettiquete, all the 'do's and dont's'. He can tell you what to do, and prevent you from maken bluders
• explain that it's your firs negotiation, you don't mean to do something awkward when you say, do something stupid
• apologize.
• ...

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Hannes Ryheul