Navigating differences in business negotiations - Negotiation Space

Not all business negotiations take place between peers. There is often some sort of difference or inequality?perhaps hierarchical, perhaps cultural. Navigating those differences skillfully will result in better business negotiations and agreements.

The first step in navigating differences is to acknowledge they exist. Once you realize that the person across the table is different from you, you can work on recognizing what the differences are.

Culture is a huge differentiator among negotiators. The culture and country of origin can have extensive influence upon your negotiating style and expectations (both of yourself and others at the table). Culture can influence your ability to take risks, to speak your mind, and how you perceive behavior. For instance, some cultures express differences by speaking loudly, and for some, speaking loudly means you are being rude.

Lothar Katz has written a book called Negotiating International Business ? The Negotiator?s Reference Guide to 50 Countries Around the World where he outlines how different countries and cultures deal with negotiation.

Are you negotiating in Denmark? Read ?Negotiating with Danes: How to Catch the Curveballs.? You will have to be aware that Danish business culture is flatter than the American one, with less hierarchy and more openness.? The article in the Copenhagen Post online says:

author Lothar Katz characterises Danes as ?moderate risk takers? who shun ?aggressive tactics? in negotiations and absolutely hate to haggle.

?Since the Danes believe in the concept of win-win, they expect you to reciprocate their respect and trust,? Katz writes.
In contrast, in some countries, such as Spain, negotiations tend to be seen as win-lose situations, where the winner takes all, and that can lead to more aggressive and confrontational tactics.

Clearly, the more you understand about the culture of the person across the table, the better position you will be in to negotiate an agreement that satisfies both parties.

Source: http://www.karrass.com/blog/navigating-differences-in-business-negotiations/

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