negotiation and culture

1. Cultural Differences
Global Negotiation

2. Who negotiates better?
• Different nationalities negotiating within national boundaries
– Similar outcomes across nations
– Different processes (Americans increase profits by making
opponent uncomfortable, Japanese opposite is true; Brazilians
increase profit by power and deception tactics; Chinese ask more
questions, say no less, interrupt more
• True cross-cultural negotiations
– Poorer outcomes for Japanese and English-Canadian
– No harm for American (more satis.) or French-Canadian (more
coop)
Little is really known…

3. American negotiators from an
international perspective
• STRENGTHS
• Preparedness
• Pragmatism
• Candor, honesty,
friendliness
• Cooperative and fair
• Win-win orientation
• Willingness to make
concessions
• WEAKNESSES
• Cultural insensitivity
• Impatience
• Lack of unified
constituencies
• Poor listening skills
• Too quick to concede
• Don’t understand small
talk

4. What are some shared
American values?
What are some assumptions underlying
American culture?
How would these affect how we negotiate
with other cultures and how others view us?

5. Levels of cultural understanding
• Observable behavior
– Can learn a lot, but likely to
focus on do’s and don’ts
– Often leads to superficial
understanding
• Shared values
– Requires inferences from
observed behavior and
learning about a culture
– More powerful, because
values drive (partially)
behavior
• Shared assumptions
– Very abstract – these drive
our values but are very hard
to determine
– Very powerful, helps truly
understand a culture

6. Hofstede’s Dimensions and
Negotiation
• Power Distance
– extent to which power differentials are expected and honored
– Low : Anglo/Germanic/Scandanavian
– High: Developing Nations, particularly Pacific Rim
– Effect: As power distance increases, more approval from higher
ups and less involvement from lower levels. Also, can expect more
formality in N’s with people from high PD cultures, and they may be
upset if you do not appear to be of sufficient status.
• Individualism/Collectivism
– extent to which society is organized by individuals vs. groups
– Ind.: Western European - based societies
– Coll.: Latin America, Pacific Rim
– Generally, wealthier societies tend to be more individualist
– Effect: Relationship stability over time emphases, individual
negotiators vs. group of negotiators, importance of consensus,
value placed on individual “winner”, emphasis on group vs.
individual goals, rewards, communication in N’s, etc.

7. Hofstede’s Dimensions and
Negotiation 2
• Masculinity/Feminity
– extent to which values fit traditional gender-based stereotypes
– M: Japan, Anglo/Germanic
– F: Scandinavia.
– Effect: Masculinity associated with competitiveness vs. empathy &
compromise – should expect strong relationships with distributive
vs. integrative styles.
• Uncertainty Avoidance
– degree of discomfort with unstructured situations
– High: no strong pattern, but many Hispanic nations
– Low: no strong pattern, but Anglo/Scandinavia
– Effect: High prefers stable rules and procedures, less adaptive.
High also tends to be more risk-averse – risk aversion has played
into many N. dynamics. High tends to do business ritualistically &
formally.

8. Other cultural variables
• Time
– present vs. future vs. past orientation
– Time as linear vs. time as circular
– Can affect timing/urgency of N’s, and also what sorts of time-
related objectives (short-term vs. long-term) are valued more
– Americans often seen obsessed with time.
• Universalism vs. particularism
– Can ideas/practices be applied everywhere every time, or do
circumstances dictate application?
– Use of precedent vs. adapting styles/processes/agreements to
situations
• Emotionality
– Great potential for misunderstandings here!!!
• Achievement vs. ascription
– Is status conferred by what you’ve done or who you are?
– How will a person be viewed in a N situation?

9. Some communication
differences
• Verbal communication
– Is message conveyed in context, or is it explicitly what is stated?
– Americans often believed to be blunt, even to point of rudeness.
• Non-verbal
– Handshakes
– Conversational distance
– Facial & bodily expressiveness & animation, gestures, etc.
– Very difficult to interpret because subtle and great differences across
cultures
– Look for patterns in order to interpret
• The concept of “face”

10. Example of communication
patterns
Behavior Japanese American Brazilian
Verbal Inter-
ruptions/10m
12.6 10.3 28.6
Silent periods
>10s/30m
5.5 3.5 0
Eye contact/10m 1.3 3.3 5.3
Touches/30m 0 0 4.7

11. Negotiation process/timing for Americans
in domestic vs. international negotiations
Domestic
1 2 3 4 5 6
International
1 2 3 4 5 6
Key
1- orientation & fact-finding
2- resistance
3- reformulation of strategies
4- hard bargaining & decision-making
5- agreement
6- follow-up

12. Negotiating Strategies in Other
Countries
• Opening offer
– Close to final settlement where haggling is not customary (e.g.
Australia, Sweden)
– Expect lots o’ haggling in some nations (e.g. Russia, Egypt, China)
– Rule of thumb (that won’t always work, so apply with caution): if a
culture has a long history of bartering & bargaining, expect to haggle.
• Detail vs. big-picture in presentation
– Detail where culture emphasizes formality, logic, data, organization (e.g.
Germany, UK, Swiss, Japan)
– Broad concepts preferred in some other areas (e.g. Latin America,
Middle East)

13. More Negotiation Strategies in
Other Countries
• Dealing With Disagreement
– Subtle, quiet vs. demonstrative
– In Pacific Rim, “no” is almost a dirty word
– In Middle East, histrionics (to our eyes & ears) are normal
• Patterns of concessions
– In some nations, given grudgingly (US, S.Afr., Brazil, e.g.)
– In others, declining pattern is norm (Australia, NZ, Taiwan, Thailand,
e.g.)
– Escalating in others (Indonesia, Philippines, India, Kenya, e.g)
• Calling other on “dirty tricks”
– Be EXTREMELY cautious where “face” is important (Pacific Rim,
Middle East)

14. Cultural Differences affecting other
Negotiation Processes
• Relationships orientation
– Lack of trust across cultural differences  trust building essential
– Some cultures are standoffish (e.g. British, Germanic), so get down
to business before too long
• Emotional Aspects
– Sensitivity is low for US, high for Latin America
– Loyalty – to self in US, to organization in many other cultures
• Decision Making Frame
– In US change is acceptable, even encouraged, decisions made
quickly
– In many other nations, status quo is the normal frame of reference
– US is relatively prone to using agendas, may be restrictive to some
others

15. More Cultural Differences
• Contracts
– Advisable to use more paper, since cultural misunderstandings
more likely
• Bureaucracy
– You think US businesses/organizations are bureaucratic?
• Women’s issues
– US is relatively progressive regarding women’s roles
– Rule of thumb: less developed nations, greater disparity
• Women negotiating in these countries should be introduced by
a very high-status person
• Because you look different than local women, you may be
viewed as “executive”
• Demonstrations of expertise critical
• Women can and do often perform well even where cultures do
not give women status

16. Negotiating in Specific Regions
• The next 4 slides are FYI only and far from complete
• There are important differences across nations within regions (e.g., Israel
vs. Iran in Middle East)
• Remember you are negotiating with an individual(s) who may or may
not fit cultural norms to a “T”!!!
Source: How to Negotiate Anything with Anyone
Anywhere in the World, Frank Acuff

17. Negotiating in Western Europe
• Timing – punctual, relatively fast-paced
• Individualistic, status-conscious, slow-developing friendships, emphasis on
initiative & achievement
• Loyalty & hard work are valued
• Greater hierarchy than in US
• Speakers s/b articulate & intellectual, formal, logical, and subtle
• Low emotionality, reserved
• Moderate initial demands, issues sequentially processed, slow concessions

18. Negotiating in the Middle East/North
Africa
• Bargaining is a way of life “You’re supposed to haggle!” – Monty Python
• Time – not punctual or planning-oriented (too much attempt to control
the future invites trouble). Ramadan is especially slow for business.
• Group oriented, and very deferential to those of status
• Much time upfront spent in developing relationships
• Masculine Arabs read poetry, use intuition, and are emotional.
Feminine Arab qualities are coolness and pragmatism.
• Israelis are direct, Arabs indirect, vague & expressive, often to point of
exaggeration & filled with fantastic metaphors
• “No” is uncommon; look for a hesitant “yes” instead – white lies
common form of courtesy
• Saying “I don’t know”  you are of little account
• Strong eye contact, close personal space, touchy
• High initial demands, slow concessions, issues sequential, extreme
“face” orientation, truth is revealed very slowly because it is considered
dangerous

19. Negotiating in the Pacific Rim
• Old cultures, socially stratified, Confucian ethic
– Courtesy rituals, formality, politeness, modesty, loyalty to group and
deference to elderly, non-confrontational
• Negotiations slow, relationship orientation & group negotiation style
with team consensus critical – implementation usually quick, though
• Very collectivist
• Words mean little, conversation very indirect
– “he who speaks doesn’t know, he who knows doesn’t speak”
– “No” uncommon; might get a “we’ll study this further” instead
• Reserved body language, average-to-close personal space, not touchy
– Sensitivity valued but not overstated
• Moderate-high initial offers, multiple issues presented at once, slow
concessions, logical decisions
• “Face” is critical

20. Doing as the Romans do
• This is common advice when negotiating internationally
BUT…
• Negotiators may not be able to modify their approach effectively
• Other side may also try to modify
• Knowing how a given nationality negotiates with its peers may be
misleading for your negotiations with them
SO…
• Moderate adaptation may be better
• May be able to adapt completely or transcend culture entirely when
very familiar with a country
• Consider cultural “brokers” when very unfamiliar with a country
• Articulate the cultural difference, agree in advance to work through it.
• BEST ADVICE
– Prepare, prepare, prepare.

21. BOOZE & NEGOTIATION
• Avoid when:
– wanting to use impression
management
– professional boundaries are
important
– social pressure is a big
concern
– negotiation involves many
issues
– negotiation involves
calculations
– diplomacy, tact, and careful
communication are crucial
– interpersonal conflict is
likely to escalate
• May be OK when:
– social norms favor drinking
– opportunities for social
exchange > alcohol’s risks
– value of developing bonds >
alcohol’s risks
– focus is long-term
relationship
– appealing to emotional
criteria
– learning information about
the other party is crucial
– your relative tolerance level
is high
Note: There are important cultural aspects to this, too!!!