Norman E. Wilson
Global Management
Reflection Week 3
April 18, 2012

Reflecting on Cross Cultural Negotiations

As I reflect on what I have learned regarding Cross Cultural Negotiations, I now possess the knowledge that it is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors.
There is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financially attractive it will succeed. However, this is a naïve way of approaching international business.
Let us look at a brief example of how cross cultural negotiation training can benefit the international business person:
There are two negotiators dealing with the same potential client in the Middle East. Both have identical proposals and packages. One ignores the importance of cross cultural negotiation training believing the proposal will speak for itself. The other undertakes some cross cultural training. He/she learns about the culture, values, beliefs, etiquette and approaches to business, meetings and negotiations. Nine times out of ten the latter will succeed over the rival.
This is because 1) it is likely they would have endeared themselves more to the host negotiation team and 2) they would be able to tailor their approach to the negotiations in a way that maximizes the potential of a positive outcome.
Cross cultural negotiations is about more than just how foreigners close deals. It involves looking at all factors that can influence the proceedings. By way of highlighting this, a few brief examples of topics covered in cross cultural negotiation that I am now more familiar with is Eye contact, Personal space & touch, Time, Meeting & Greeting, and Gift-Giving.
All the above topics in one way or another will impact cross cultural negotiation and can only be learned through cross cultural training. Doing or saying the wrong thing at the wrong time, poor communication and cross cultural misunderstandings can all have harmful consequences.
In conclusion, I believe cross cultural negotiation training builds its foundation upon understanding etiquettes and approaches to business abroad before focusing on cross cultural differences in negotiation styles and techniques.