Negotiations are part and parcel of business. Though touted as a “regular” activity, negotiating a deal can be quite overwhelming—and exciting at the same time. Not only is there a battle of will but each party privy to the deal often has the insatiable desire to gain an upper-hand. A win-win negotiation, however, entails that all parties benefit from the deal. Maintaining good relations is also an important aspect to continue doing business together. For these reasons, other issues must be addressed to ensure a sustainable liaison.
But what happens when dealing with business partners from different cultural backgrounds?
Different Cultures, Different Takes
Dealing with entrepreneurs from different cultural backgrounds is doubly challenging. Apart from the usual nuances of negotiations, other cultural aspects come into play. Think about different negotiating methods, language barrier, physical cues, or issues on punctuality. Some may take these aspects as some form of trivialities, but a closer look will tell you something else. You need to remember that first impression does matter in business.
How you conduct yourself during these deals will ultimately set the tone for your future negotiations. If you plan to expand or grow your business, it is only fitting to learn the right way of handling cross-cultural negotiations like a winner. Here are some ways how:
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Research everything there is to learn about a potential business partner. Most of these companies you deal with have websites and social media accounts for you to use. Read on basic etiquettes and practices. Or perhaps, find someone in your locality who can brief you on these matters.
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Communication is the key in negotiations. When dealing with non-native speakers or foreign entities with little or no knowledge about your own language, consider getting an interpreter to serve as “middle man”. Make sure not to use colloquialism and overly technical jargons. If your target is to expand in a particular country, learn the country’s language, too.
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Polish your non-verbal cues. No matter how you present yourself, people see the sincerity in your actions. However, it is imperative that you learn how to conduct yourself among cross-cultural partners. A handshake may not be accepted in other cultures so make sure to research on how they usually great each other, how meetings are conducted, even up to who gets to clap first or not.
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Always be on time, if not ahead of time. Punctuality is a sign of sincerity and reliability. When you arrive late, such actions signal lack of interest or irresponsibility.
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Learn what type of negotiating methods your collaborators practice. You can’t go to war without knowing your opponents methods. Some cultures rely on team while others prefer a single liaison officer to do their bidding. Others also tend to be more stoic and aggressive in their dealings. Always go for win-win results and in doing so, make sure to set your goals clearly and to know their expectations as well.
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Be polite and courteous. Ask questions if things are not clear to you. Do not second guess or come up with assumptions. When dealing cross-culturally, it is best not to rationalize according to your own views. Practice active listening.
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Consider gender dynamics. Without a doubt, the rise of womenpreneurs is evident in the US, Canada and Europe but such cannot be said in other cultures. Some still consider womenpreneurs as second-class citizens. Be patient. Rome wasn’t built in day. You being on that negotiating table is a victory.
When it comes to cross cultural negotiations, it is a must to maintain professionalism all throughout. Womenpreneurs are known for their resiliency and creative genius even when under pressure. While many tend to prod you and your efforts, always remember to rise above the occasion and show them what you are made of.