Cultural Diversity
Clients regularly ask us if we can help their negotiators
understand differences in negotiating culture and style in
societies other than their own. Our presence in over 30 countries
helps. Negotiators working 'abroad' often feel disadvantaged
because they don't know the subtleties of negotiating
behaviour.
Often the negotiating differences are a reflection of more common
societal differences. Here is one example of What Not to Do in a
business context, from each of the Scotwork offices around the
world:
Australia: Don't big note yourself. Australians
will be unimpressed, and it will be counter productive.
Benelux: Be straightforward. We prefer 'What you
See is What you Get'.
Brazil: When arranging a follow on meeting,
always be specific ('Lets meet again next Tuesday at 10.00'). Being
unspecific, for example by offering to telephone or email and 'set
something up' is interpreted as a sign of disinterest.
China: In a formal meeting on the other side's
territory, don't sit on the right hand side of the meeting room;
that is reserved for the host.
Czech Republic/Slovakia: Avoid implying that
either state has 'small country' syndrome. Both Czech Republic and
Slovakia are proud of their ability to punch above their
weight.
Denmark: Your view of the Danish cultural
stereotype is almost certainly wrong. Don't rely on it to make
jokes or lighten tension in a meeting. It will backfire.
France: French business people are generally
quite direct and don't feel the need for 'small talk'. When they do
engage in it, it often means the deal is on.
Germany: Don't be late for meetings, it is
considered very rude.
Greece: Greeks are very hospitable, and when you
are in Greece your business contacts will entertain generously.
They expect the same from you in return when they visit you;
failure to do so is seen as by them as a snub.
Hungary: Remember that names are written
Surname:First Name. So don't address Papp Zoltan as Papp!
Ireland: Making light of, or even worse, making
fun of the current economic crisis is not seen as endearing.
Example: When the cash machine refuses to dispense money with the
sign 'Insufficient Funds' and you don't know if they mean you or
the bank.
Lithuania: Positive talk about Lithunia's time
under domination of Poland or Russia will irritate almost all
Lithuanians.
Mexico: Formal dress code is very important for
Mexican business meetings; suits shirts and ties for men and
business equivalent for women. Even a short sleeved shirt implies a
'casual' attitude.
Middle East: In a number of Middle Eastern
countries, business ethics are rooted in Islamic religion, and
follow Islamic customs. For example, business men should be
circumspect about shaking hands with the spouses of Muslim
businessmen.
New Zealand: In Maori culture, sticking your
tongue out is not an offensive gesture, although it might be an
aggressive one!
Poland: Although Poland is a multicultural
society, the Catholic church claims pre-eminence in terms of
numbers. Beware of religious jokes as ice-breakers.
Russia: Don't initiate a handshake with a
woman.
Singapore: Direct eye-to-eye contact with your
negotiating partner is seen as disrespectful, especially if they
are older or more senior than you.
South Africa: If you are negotiating with Zulu or
Xhosa partners, don't get straight to the business point - spend a
little time on small talk first.
Spain: Life is relatively unhurried and relaxed
(compared with the US for example). So don't be surprised if it
takes much longer to complete a deal than you might expect.
Sweden: Don't boast about your success or wealth.
Swedes like success to be understated.
Turkey: Business is very hierarchical. This means
that initial contact may be with more junior members of their team,
who cannot say yes to a deal; be patient and build relationships.
You will get to see the decision makers in good time.
UK: Don't go to initial meetings unprepared about
the people you are going to meet. There will be lots on information
about them on FaceBook, LinkedIn and similar sites. They will
probably have done some homework about you.
USA: Political correctness is very important in
most US business circles, so be extra careful not to offend in
terms of race, country of origin, gender, sexual orientation, age,
disability, religious affiliation, veterans status etc.
For help
negotiating with cultural strangers, or for more information,
contact us.
Stephen White, Managing Partner, Scotwork UK.
Contact us:
Call 02 9211 3999
Email info.au@scotwork.com
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