Cross-cultural negotiations: Avoiding the pitfalls

When entering into negotiations, we should always take into account cultural factors such as the educational or religious background of the person sitting across the table, but, says INSEAD professor Horacio Falcao, many people both underestimate and overestimate the cross-cultural aspects.

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Education

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• INSEAD
• negotiation
• business
• school
• research
• falcao

[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!