Cross-cultural negotiations: Avoiding the pitfalls

[manning89]

thumbs up if IDIS 424 brought you here!!

[katheryncruz24]

brilliant

[memphman86]

"dude take a shot every time he says culture" -tom tao

[telecomparktm]

Great video! Misunderstanding is a major problem that can occur during any negotiation. The speakers make the good point that people underestimate the problems that can come up...

- Dr. Jim Anderson

Blue Elephant Consulting

Your Source For Real World Negotiating Skills™

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[makodareal]

Hi to all!! One important thing that wasn't said before is the central role of the first step in a negotiation process,the learning step.

We need to understand the person in front of us,which has his own personal point of view apart from his nationality and his cultural customs, and what he wants.

Alessandro Abate

[Albertalbi]

What is not said, by the way, is the influence that using a language differerent from your mother's has in a negotiation.

While using a different language, you change your approach to the problems and the way you think. this is because a language embodies a national culture and way of people thinking.

[kalosagatoss]

(this is the third, so stressful!)

Apart from this ,there is another thing that in my short life I had the opportunity to catch: showin real interest in the other person life, personal history: the first aim of a meeting for me must not be just reaching an agreement, but create a basic point of relation between us and our interlocutor. This is something that stands over nationality, race, religion and sex.

Luca Fiorilli

[kalosagatoss]

(this is the second part of my comment, the first one is just below.I'm sorry.)

I recognize that there are point that human race has in common: being educated or being attentive to the needs of the other part, it's something that, I hope I'm not getting wrong, the other person can really appreciate.

[kalosagatoss]

(this is the second part of my comment, the first one is just below.I'm sorry.)

I recognize that there are point that human race has in common: being educated or being attentive to the needs of the other part, it's something that, I hope I'm not getting wrong, the other person can really appreciate.

[kalosagatoss]

Hello everybody, this is Luca writing...Sometimes, in common life , we make things more complicated than they really are..I mean what the expert was saying about overestimating the cross cultural negotiation. Sure there are certain point we are supposed to know about that culture, the more we know social behaviours the more will be easy to approach the other part. But, if we only belive that this is the key, I'm sorry to say that it's too stressful for me and not useful in genera!

[fralaz85]

I agree with Serena:our body language could help in every kind of cross-cultural negotiation. On the other hand, I agree with Scilla:when we start a formal negotiation, it could be more efficient to assume the same attitude we adopt in an everyday negotiation:don't be overconfident. I think that confidence is very important in a negotiation: there is a razor sharp line between being confident and being overconfident. Successful negotiations need to posses a high level of confidence to succeed.

[serenasanna]

Unlike Scilla, I think that the body language could help in every kind of cross cultural negotiation. The way we move could reveal a little bit of our identity. So the attention for the body language can show the respect we have for the person we are talking with.

See you tomorrow!!

[serenasanna]

Hi to all of you!!

I agree with you. Who negotiates has to think to the person in front of him as a mix of cultural factors: gender, nationality, religion, history and so on.. its important to avoid the prejudices and to be ready to use all the cultural differences to develop a good negotiation.

[sciscilluz]

I am agree about the fact that we negotiate every day.According to this concept, when we have to start a formal negotiation,it could be more efficient and also easier to use the same mentality we adopt in the everyday negotiation: don't be arrogant and,especially at the beginning,etablish an exchange of ideas.I am convinced that the way of speaking and body language are important but maybe these aspects assume more importance in an everyday negotiation than in a formal one.

[Giando7]

So, apart from the culture prerequirements to calculate, there must always be the assumption of adapting our interests with those of the counterpart trying to convey to mutual points that could make the negotiation process loud.

This is why I agree with my mates here who consider sensitivity a focus point in the relationship to set, while I don't find myself with those who think that negotiation isn't part of our normal quotidianity.

[Giando7]

HI CLASS!

I must admit I liked this video too..

The essential point that touched my interest about negotiation is that, even if the rituals make deeply part of ourselves and if the comprehension or at the least the respect for other cultures and people is absolutely needed, the modern world with its borders tending to disappear let us understand the importance of setting a good relationship with the specific person we have in front of us, without the must of putting a flag on his face.

[alecattel1900]

interesting video! Actually, I didn't realise that also a cross cultural negotiation is a game between individuals as well as a any other negotiation.I do agree with the professor when he says that negotiations doesn't have got to do with culture knowledge, but with sensitivity. I find interesting that sensitivity on both sides could bring to a win-win game and it could help to find a ritual that fits to everyone.

P.S. Who asks to a professor how to negotiate with his children??

[mariotrifuoggi]

Its true, were always negotiating and every negotiation is a cross-cultural negotiation; we should renounce our assumptions and prejudices to understand the person in front of us. Unfortunately, the mass-media tend to simplify reality using stereotypes and friendly categories for the audience: sometimes we create differences and barriers even if there are not. In my opinion, this lesson isnt useful just for business, but also for our mentality when we interact with people from other cultures.

[janlu85]

Sssilvia stated an important point:culture's not a synonym of nationality,but a set of ways of acting,thinking and feeling;it can be shared or not by people in a nation.That's why in a negotiation it's important to know the background of your counterpart, or at least to guess it.

On the other hand it's not completely true that we negotiate every time we talk;a nagotiation will go on only if the counterparts are in an equal condition of strenght:if not,the stronger one'll simply impose it's will.

[85atram]

Good point; it is true negotiation is an essential part of our daylife. That makes even more important making an effort and try to discover all the "secrets" of the cross cultural negotiation in order to carry on a good and efficient negotiation with every kind of people.

[annaelena84]

III part

just try to understand the person in front of you...but it is difficult.

[annaelena84]

II part

I want to underline that when people think about negotiation they often link this word to something that sounds istitutional or that is outside of the daylife. The truth is that we negotiate every time that we talk to someone else, empathy acts are very often because in every exchange of ideas, if we don't want to appear arrogance, we should understand that every kind of person thinks differently and we should look beyond the appareance,the language and body forms.

[annaelena84]

I part

I agree with all of you and i think that every thing that we could say about negotiation is said.

[ssssssilvia]

I definitively agree.Into negotiation we should take into account every factor that may influence counterparts background.Moreover,Id say that a good negotiator is someone who doesnt underestimate his counterpart,due to his different culture.Remember, as 85atram says,that culture is not synonym of nationality.Its much more! As far as Im concerned,cross cultural negotiation is like a bridge,that may connect different perspective!

Great video!We should try to apply these precepts everyday!

[85atram]

I do agree with Daniela: I don't think we've to focus our attention exclusively on the nationality: I think today's globalized society tends to reduce more and more differences, expecially between young generations.I would rather put in evidence the importance of analyzing other issues like age, education ans so on. So I would consider a "discussion" between parents and their kids a better example of cross-cultural negotiation than a discussion between 2 different nationalities young people.

[nelanelinda]

Yes Nadia, I agree with you and with everybody below. Cross cultural negotiations is about more than just how foreigners deal. It involves looking at all factors that can influence the proceedings. And it's true that people tend to overestimate visual proximity expecially in a country like Italy that still has some problem turning into a multicultural society.

I really appreciate this video

See you on thursday

Daniela

[nadiaviti]

(sorry to everybody. I've divided my comment in three parts because it didn't allow me to post it entirerly.)

See you.Nadia

[nadiaviti]

(III part)As the prof.says,culture is not only nationality,but also gender,education,race.That's why it's important to take into consideration all these aspects in every negotiation,independently from the nationality of the person you deal with.What do you think about?

Nadia

[nadiaviti]

(II part)A negotiation with a person coming from another country is not so different from that with a person of your own nationality.

[nadiaviti]

I agree with you. I also appreciate the idea that every negotiation is a cultural one.

[hollymarg]

Good to see so many comments! Remember you should try to RESPOND to previous comments and not just provide your opinion!

[fralaz85]

In my opinion, this video is very interesting and the most important part of the interview is when the young boy talks about the different kinds of cultures (educational culture, racial culture, gender culture, religious culture) and he says that every negotiation is a cross-cultural negotiation: during a negotiation we should consider how the other person thinks and how to communicate.

see you soon

Francesca

[alessandramanusia]

I think it's very interesting when he talks about cross-culture under estimated, giving the specific example of a Chinese. In a negotiation we should consider every aspect, not just the nationality, because it is not the only relevant feature. I like his kind of communication: clear and informal, with face and hands expressions. this video will be usefull.

see you

[csimo86]

I think that a good negotiator is the person who is both balanced in his working approach and able to fill the cultural gap between him and his interlocutor. Whereas every kind of negotiation is a cross-cultural exercise, we have to take care not to overstimate this thing.

Regards

Simona

[ConqueringLion1930]

Hi to all..I think that this video is very useful because it is exhaustive. It explicate all the critical point of a cross-cultural negotiation and at the same time it give us some piece of advice to have a good negotiation that can lead to an agreement in every type of situation and with every kind of people. It could be precious for all the people that have to negotiate.

Good Life to All.

Koz

[hollymarg]

Where are your comments? ;-)

[MyReg007]

Great and thru video. Hope many will get the message. Thank you.