Multicultural Client Skills For Small Business - 8 Point Strategy For
Intercultural Negotiations
By
Cindy, Get International Clients
Negotiation tactics differ from country to
country. Some cultures expect clients to negotiate over things that would be
totally unacceptable in other countries. People simply have different approaches
to when it comes to negotiation.
Imagine a line of people waiting for a taxi at
an airport. Imagine the taxi drivers reaction if his client started haggling
over the price of his ride before he got inside the taxi. In the New York
airport and even in the Paris airport, the customer would have no chance of
getting in the taxi cab. In other countries this is expected. And not only
expected, if you do not bargain the locals will laugh at you.
It is very important to know what is culturally
expected of you when it comes to negotiation. If you are just starting out in
developing your international markets, it is wise to do some homework and
identify the standard expected negotiating habits in your target country.
Even with some research, it is not always easy.
Some large multi-national companies hire local company representatives to
facilitate all business procedures in certain countries in the Middle East and
the
The Problem
The key problem is that in intercultural negotiations, many people prefer to
only pretend good faith. Behind this pretence they continue to keep their
cultural prejudices and seriously jeopardize fruitful negotiations.
What you should do before
Remember to ask for advice prior to cross-cultural negotiations and arrange for
local representation where necessary.
8 Point Beginners Guideline For Multicultural
Negotiations
If you find yourself on your own in a country where negotiation practices are
different to your own, there is a strategy to follow.
Ask to be educated on what is expected of
you.
Explain that you are thrilled at the
profitable business opportunities open to both of you.
Explain that this is your first trip and you
have not done business in their country before.
Ask for forgiveness if you do or say
something that seems out of place to them.
Assure them that you are full of good
intentions and do not mean any of your awkwardness proving otherwise.
Ask them to show or tell you what you should
do instead.
Explain that you feel there is benefit for
both of you to proceed in conversation, slowly and openly, being patient.
Assure them that you are excited about the
possibility of doing business with them and learning more about their culture.
If you follow these guidelines you have
a good chance of proceeding constructively.
Source:
http://getinternationalclients.com/?p=11
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