The Hidden Challenge of Cross-Border negotiations / how to say "this is crap" in different cultures

The first article I read deals with the influence cultural differences can have in a negotiation process. Indeed, local culture or history can have a big impact in the negotiation process, that is why it’s crucial to be well-prepared before a negotiation. This preparation consists in taking into account the other party culture and history in order the negotiation to be a success because the lack of knowledge about the other side can lead the negotiation to a disaster since you are negotiating with a person who has a personal point of views. 

Moreover, a negotiator should also take into account every person who is implied in the negotiation process, even the ones who are not directly involved. Indeed, sometimes, the person you deal with is not the person who has all the information that you need, and it’s the case when you face a top-down authority that doesn’t want to delegate power. What you need to do is to directly negotiate with the top. 

You can also use the « consensus approach » which means asking for the agreement of everybody implied in the negotiation, even if it’s long or costly. This way, you will create a strong relationship between the members of the group. 

By defining these points, the negotiator will be able to define the best way to negotiate with his interlocutor.

The second document deals with the way some people with different nationalities perceives feedbacks at work. Indeed, the document highlights the fact that some culture, such as the Dutch one, prefer a direct approach, whereas Chinese people prefer feedbacks because they feel like being direct is rude and could be humiliating. 

This article shows perfectly how cultures can have an impact on our communication. That is why if a negotiator wants to aim his objectives, he absolutely needs to learn more about the other party’s culture in order to adapt his behavior to the latter and avoid cultural mistakes. 

Another thing which is important to know is knowing how your interlocutor perceives your culture, in order to be prepared to face the other side reactions.