Question

What steps would you take in preparing to negotiate with someone of substantially different backgrounds (e.g., culture)? What are some “Do’s” and “Don’ts”?

Answer 1

Do's:

• Learn about the person's culture on how to greet, and the basic business etiquettes
• Educate yourself on the cultural dimensions as they are vital in negotiations
• Be considerate while negotiating and pick separate timings for issues that are important.
• Listen carefully to the other party to understand the terms better
• Learn to say no when the business deal is not fair to one side.
• Always prepare a list of cultural factors that you must consider.
• Clarify if there are things not clear during the negotiation.

Don'ts

• Go unprepared about the cultural communication styles in a negotiation
• Be critical towards the other party during the negotiation
• Compare the cultures during negotiations or outside them.
• Getting socially attached when the culture is strictly about business.
• Disrespect the culture of the other party